Dir, Partner Sales Accenture
Adobe
San Jose
hace 3 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 Opportunity

  • Establish and grow multi-tiered business relationships with key systems integrators and digital agencies which drives the partner to preferred commitment around Adobe products, technologies and services.
  • This opportunity manages the North American relationship with Accenture

  • Responsible for the development and execution of the strategic plan that delivers preferred commitment and delivers tangible value to Adobe, the partner and the customer.
  • Build executive relationships with all senior leaders within Accenture
  • Manage a virtual team of Marketing, Sales and Technical resources to execute partner initiatives
  • Primary liaison between Adobe and the partner on all strategic relationship issues, including contract management, sales and technical enablement, forecasting (from a partner perspective) and pipeline management
  • Work with the Partner Sales Managers within each geography to drive tactical revenue opportunities
  • Owns the What You’ll Do

  • Develops, Communicates and implements the joint Accenture / Adobe business plan
  • Owns the contractual relationship with the partner
  • Owns the overall enablement plan around Adobe technology and drives the partner to preferred commitment
  • Owns the Executive relationships inside each firm and introduces the appropriate PSM on the appropriate opportunities
  • Positions Adobe inside of the partner and communicates the joint go to market message (Partner+Adobe) to the PSM and Direct Sales Organization
  • Owns the creation of vertical specific or horizontal specific initiatives which focuses the partner on pipeline creation
  • Provides the partner perspective on the forecast
  • Introduces the PSM to the partner account level contacts to help facilitate account Target Account Planning and pipeline creation
  • Owns the Americas Sourcing / Co-selling number for Accenture and responsible for a Closed / Booked Influence number overall customer satisfaction in assigned accounts
  • What You Need to Succeed

  • 5-10 years of progressively increased responsibility in sales / sales management within the IT industry.
  • Strong executive selling skills as well as a demonstrated success in establishing and managing client relationships.
  • Understanding of the common enterprise sales methodology from early opportunity identification, establishment of budget and decision criteria to close, and ability to move deals through this process.
  • Ability to determine strategy and tactical plans that deliver tangible value to the marketplace on a global basis.
  • Conversant in enterprise product, solution and technology strategies with the ability to convert current knowledge and skills to the Adobe platform.
  • Solid grasp of the systems integration, consulting and go to market model (direct experience a plus), including understanding of their key drivers and motivators.
  • Ability to communicate effectively across teams with strong verbal, written and interpersonal skills.
  • High energy level and the ability to initiate and drive opportunities independently.
  • Strong executive presence and driven to interact with the senior leadership of Adobe
  • Pursuant to the Colorado Fair Pay Act, below is a summary of compensation elements for this role at the company if based in Colorado.

    Colorado Starting Salary : $231,000 - $300,000

    At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC base + commission), and short-term incentives are in the form of sales commission plans.

    Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

    In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

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