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BACKGROUND to Adobe’s Strategic Partnership Program (SPP)
The Strategic Partnership Program (SPP) is an innovative, global program with a singular mission and commitment: to drive long-term transformational business success for our customers and for Adobe. This program consists of a centralized team, supported by top dedicated resources, that drive proven cross-functional frameworks focused on providing Adobe’s customers with the best solutions, partnerships, and paths to transformative outcomes. Traditional sales engagement methods have evolved, and customers are seeking consultative partnerships. Enabled with world-class cloud solutions, your role is to unlock the potential of Adobe’s enterprise customers by demonstrating clear business value and accelerating their digital transformation success. High-level customer satisfaction and value are key measures, as are revenue and consumption targets.
OPPORTUNITY with Adobe’s Strategic Partnership Program – EMEA
Adobe is looking for a Senior Director to lead the SPP Strategic Pursuit business for the Adobe EMEA regions of UK&I, Central and Western Europe. In this pivotal role, you will partner with regional sales teams and leaders to drive account-based oversight, guidance, and accountability. These internal partnerships will mature and accelerate our regional go-to-market, heighten our focus on business outcomes, and provide maximum value to our customers and Adobe. You will lead the development of the SPP-EMEA Pursuit team’s programmatic approach to establish consistent CxO-level engagement, form long-term trusted relationships that promote mutual interest, evangelize bold steps for change, and ensure high levels of customer satisfaction with documented success stories.
This programmatic approach from SPP will help Adobe’s EMEA sales organization consistently source, develop and close larger, more strategic opportunities with EMEA’s largest brands. This role will manage a team of Strategic Pursuit Leads (SPL) and a dedicated extended team to support specific partnership pursuits. This role will utilize deal progression best practices, including out-quarter pipeline creation and development, account planning, strategic opportunity reviews, pursuit planning, deal coaching and choreography, thought leadership, resource alignment, executive engagement, etc. to maximize market opportunity, accelerate sales cycles, and closing larger deals with greater frequency.
As a Senior Director, you will also demonstrate distinct horizontal leadership, working closely with Adobe’s regional leaders for emerging technologies, business value practice, customer success, and other functional areas in order to weave SPP’s value-based framework into all aspects of Adobe’s business. You will need to have exceptional presentation and persuasion abilities as well as top-tier leadership, management, technical, and executive engagement skills. This position will be based in Europe and will report directly to the Global Vice President of Adobe’s Strategic Partnership Program.
KEY RESPONSIBILITIES for this role
Partner with regional sales teams and leaders to drive account-based oversight and guidance designed to up-level our overall go-to-market, focus on business outcomes, and maximize Adobe’s results.
Lead the development of the SPP-EMEA Pursuit team’s programmatic approach to establish consistent CxO-level engagement, form long-term trusted relationships that promote mutual interest, evangelize bold steps for change, and ensure high levels of customer satisfaction with documented success stories.
Demonstrate distinct horizontal leadership, working closely with Adobe’s regional leaders for emerging technologies, business value practice, customer success, and other functional areas in order to weave SPP’s value-based framework into all aspects of Adobe’s business.
Manage SPP-EMEA’s pipeline, forecasts, and leading sales indicators for the region.
Collaborate with regional Enterprise Segment leaders on sales strategy and planning.
Motivate, coach, and mentor the SPP-EMEA Pursuit team to grow existing account opportunities and capture net-new transformational business.
Build long-term, trusted relationships both internally and externally.
Drive the SPP-EMEA engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop, and close strategic, transformational pursuits.
Enable the SPP-EMEA team and supporting extended team resources, to effectively identify target accounts and mobilize teams to drive strategic customer engagement.
Evangelize best practices and content (deal structures, content related to Digital Transformation and cutting-edge customer challenges, references, value-added offerings, etc.).
Represent Adobe in senior customer-facing roles (i.e., executive sponsor, business strategist, negotiator).
Align various stakeholders including but not limited to Sales, Operations, Finance, Legal, Services, Accounting to close complex, bespoke opportunities.
SUCCESS IN THE ROLE, what you will need to succeed
Extensive, large-scale leadership experience (with sales and other supporting roles) within multi-geo/cultural EMEA-based environments.
Proven experience developing and leading a high-performing regional team with a consistent track record of engaging and growing talent to greater responsibility and success.
Documented track record of successfully leading large, complex sales opportunities or partnerships.
Deep experience working with and across the C-Suite, both internally and externally.
Highly collaborative and versant in successfully navigating global, matrixed environments.
Demonstrated strong growth mindset that seeks to uniquely solve difficult customer challenges.
Proven ability to build trust and be highly credible across all levels of organizations.
Deep industry knowledge with an ability to confidently drive transformational recommendations at C-Suite and business decision maker levels.
Exceptional ability to understand and evangelize transformative methodologies, best practices, and digital transformation concepts.
Proven experience of influencing, training, and working closely with sales teams to ensure awareness of the best practice processes and constructs for successful large opportunity execution.
Hold diversity, equity, and inclusion at the heart of all you decide, do, and personify.
Adobe is an equal opportunity and affirmative action employer. We welcome and encourage diversity in the workplace regardless of gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other characteristics protected by law.
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To apply for this job please visit careers.adobe.com.