Strategic Pursuit Specialist
San Jose
hace 2 días

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!

The Strategic Pursuit Specialist " acts as an expert level resource to organize and optimize Adobe’s large-scale opportunity sales process for high impact sales opportunities, as well as building out the strategic methodologies to expedite and simplify the sales process during critical phases of the Deal Cycle (Structuring, Ecosystem Management and Negotiations / Closure).

In this highly visible role, the right candidate will programmatically drive the deal process in tandem with the account team to develop unique deal structures from a customer centric POV that will enable Adobe to drive strategic pursuits.

You will be responsible for working with Adobe stakeholders across Sales, Solutions Consulting, Digital Strategy, Deal Desk, as well as outside partners, to create a clear and measurable plan, that clearly outlines deliverables and timelines, while ensuring all stakeholders execute at the highest of possible standards.

To be successful in this position you will need an entrepreneurial mindset, and a willingness to roll up your sleeves and get things done.

  • The ideal candidate will have a track record of helping build, and manage senior-level stakeholders to ensure the successful execution of a complex program.
  • The ideal candidate is a self-starter with exceptional organizational skills, is excited by a fast paced and competitive environment, and above all else, knows how to not just excel but enjoy making sense of the gray.

    Program Management :

  • Facilitate detailed opportunity assessments with sales leadership and key internal / external stakeholders, to help develop an end-to-end program strategy (i.
  • e. sequence of events, team RACI, Comms Strategy)

  • Conduct proactive gap analysis to identify risks and opportunities within each deal cycle, and provide recommendations to sales leadership on how best to address
  • Lead opportunity communications via daily / weekly / monthly correspondence and meetings, to ensure fluid horizontal and vertical alignment.
  • Partner with ecosystem resources to identify and track all workstreams within the account against a program plan, facilitating communications, driving alignment, and resolving any conflicts across opportunity stakeholders.
  • Daily Reporting and opportunity tracking system updates
  • Deal Strategy

  • Assist in the development of the commercial strategy and deal structure by aiding in the early phases of knowledge gathering and due diligence;
  • partners in the deal structuring for strategic, complex, or highly competitive commercial opportunities

  • Analyzing customer requests and utilizing PowerPoint to translate innovative commercial proposals into digestible formats to address unique customer needs
  • Build and lead negotiation strategy for successful deal closure
  • Manage the product specialists with the Named Account Manager to draft an initial commercial strategy
  • Manage the collection of data and in accordance with the defined Apex process
  • Collaborate with internal strategy teams to provide necessary guidance on opportunity needs and objectives
  • Preferred qualifications :

  • Program management experience, with cross-functional stakeholders, focused on realizing and measuring key objectives within a team environment.
  • Strong analytical and problem-solving abilities, with the ability to translate analysis and insights into actionable business plans.
  • Experience working in a SaaS, Managed Services, and Cloud environments
  • Ability to manage multiple tasks with shifting priorities and fluid deadlines.
  • Exceptional project management and organizational abilities
  • Able to initiate and execute complex, cross-functional projects with minimal guidance.
  • Strong written and verbal communication skills, comfortable presenting to internal executive stakeholders
  • Minimum qualifications :

  • Bachelor's degree, or equivalent practical experience, MBA a plus
  • 5-10 years of experience working with sales teams.
  • 5+ years of commercial experience working on cloud related sales, consulting, licensing
  • 3+ years of project management experience
  • Verbal and written communications skills with proven capabilities of engaging with people at all levels of the organization
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