Strategic Pursuit Leader

Trovato in: Talent IT C2 - 2 settimane fa

Milan, Italia Adobe A tempo pieno

Our Company

Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen. 

We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours

From the moment you wake up in the morning until you go to bed at night consider the media you consume, the adverts you see, the apps you use, the websites you browse and almost all of the shopping you do online throughout the day. Chances are that every single one of those interactions, every single one of those experiences, was touched by an Adobe product.

We have a fantastic opportunity for a Pursuit Leader to join our Strategic Partnership team in Western Europe

What you'll do:

The mission of the Strategic Pursuit/Partnership Program (SPP) is to pursue long term, strategic deals with customers and partners in order further their digital transformation and development. The Strategic Pursuit Lead (SPL) is a senior individual contributor, and the role will coordinate across Adobe teams and resources to provide the best solution and take care of our customers and partners. The seniority of the role is needed to deeply understand customer requirements and digital transformation objectives and find solutions within Adobe and our partner ecosystem to deliver long term growth. We also expect the SPL to be an advocate for industry trends as well as represent Adobe in front of industry associations and events.

Strategic Pursuit’s mission is to drive Adobe’s long-term revenue growth and profitability through larger and more strategic customer transformation commitments with Adobe by orchestrating Strategic Pursuit resources, mentoring, advising, and enabling sales teams, partners, and customers on our Solutions for business outcomes and value-based selling strategies.

The Pursuit Leader will lead a consistent and defined programmatic approach to help the Sales organization develop and close larger, more Strategic Deals. The role will assign resources to specific pursuits. The role will utilize out-quarter pipeline development, Account Planning, Strategic Opportunity Reviews, Pursuit Planning, Deal coaching and choreography, thought leadership, best practices, and aligning key resources to maximize market opportunity, accelerating sales cycles, and closing larger deals successfully.

The most successful Global Account Directors are ultra-resourceful, master orchestrators of virtual teams, and exceptionally curious to listen and learn from their customers. These attributes allow them to advise confidently and elevate their customer’s business. This role offers incredible opportunity to accelerate your career by driving business impact that can change the future. Be a part of a transformative, learning culture that drives innovation.

Priorities & Responsibilities

Drive the Strategic Pursuit Program (SPP) engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop, and help close strategic pursuits. Plan and present clear vision for customer success Orchestrating key resources through the SPP Engagement Model, including field sales, partners, and a team of Digital Strategist (DSG), Enterprise Architects (EA’s) Solution Consultants (SC), and Business Unit/Engineering support Managing the qualification/selection of the Strategic Pursuits in concert with the Global Account Executives and Sales Leadership Champion Collaborative account planning sessions for Strategic Pursuits. Drive the Strategic Pursuits cadence process Drive big deal thinking, best practice sharing and extended team collaboration Be the voice of the field sales to corporate to continually improve and ensure successful outcomes Drive Strategic Pursuits: managing the assessment and selection of opportunities where we intend to build $5M+ / $10M+ opportunities, supervising the set of activities (Account Based Marketing, Account Development Workshop, involvement, etc.) and progress of the opportunities. Bring various stakeholders including but not limited to Sales, Operations, Finance, Legal, Services, Accounting to close custom deals. Helping propagate best practices and content (deal structure, content relative to attractive themes like Digital Transformation, references, Value-plays) Outstanding customer-facing skills that enable you to represent Adobe as executive sponsor, business strategist, or negotiator.

What you'll need to succeed:

The successful candidate will ideally bring:

a MBA or equivalent advanced degree and a significant experience in a credible consulting organization, ideally in the software industry. A Track record of leading and mentoring hard-working teams would be required. A confirmed history of working with customers to scope and sell large enterprise transformation engagements is needed. On top, an experience leading successful customer engagements in marketing, digital transformation, customer-experience, or related topics is asked. the ability to train and work closely with sales teams to make sure everyone is aware of the processes and constructs. An exceptional problem solving and analytical skills, including ability to create new knowledge and frameworks are needed. A strong history of successfully navigating customer challenges to resolution.

The role covers the Western Europe are, and could be based in any Adobe office in the region. The candidate should be able and willing to travel.

Fluency in English is a must. Any additional European language will be appreciated. Fluency in French will be a fair differentiator.

As our many awards will tell you, at Adobe you’ll be immersed in an exceptional work environment that is recognized around the world. You’ll be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you’re looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog, and explore the fantastic benefits we offer at .

Adobe is an equal opportunity employer. We hire talented individuals, regardless of gender, race or colour, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, or veteran status. We know that when our employees feel appreciated and included, they can be more creative, innovative and successful. This is what it means to be Adobe For All.

We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours.

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