Engagement Manager - Strategic Pursuits

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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!

 

Deal Strategy & Engagement Manager, Strategic Pursuits 

The Deal Strategy & Engagement Manager (EM) acts as an expert level Strategic Partnership Program resource that organizes and optimizes Adobe’s large-scale opportunity sales process for high impact sales opportunities. The EM identifies strategic methodologies to expedite and simplify the sales process. In this highly visible role, the right candidate will programmatically navigate the Adobe deal process in partnership with account leadership and the Adobe Strategic Pursuits team to develop unique deals structures from a client centric point of view.

You will be responsible for working with Adobe stakeholders across sales, solutions consultants and architects, digital strategy, deal desk, legal, and Adobe’s outside partners.  In this capacity, you will create a clear and measurable plan, that clearly outlines deliverables and timelines and ensures that all stakeholders execute at the highest of possible standards. 

To be successful in this position you will need an entrepreneurial mindset, a broad understanding of an enterprise sales requirements, including executive alignment, technical validations, business and legal requirements, and risk assessment. You must have enthusiasm to be a change agent, and jump in whenever needed to get things done. The ideal candidate will have a track record of ‘managing up’ with diplomacy and managing laterally to resolve conflict to ensure the successful execution of a complex program.

The ideal candidate is a self-starter with exceptional organizational and communication skills, is excited by a fast paced and competitive environment, and above all else, knows how to not just excel but enjoys and persist to make sense of the grey.

Responsibilities

• Align closely with the strategic pursuits team, account leadership and key stakeholders to facilitate a detailed opportunity assessment. Partner with the account owner to craft the end-to-end program for key team members to follow using existing transformation deal methodology (i.e. Sequence of Events (SoE) with RACI, a client facing mutual close plan, executive comms and the overall communication strategy)
• Conduct proactive and objective gap analysis at every stage of the deal cycle, to identify risks and provide recommendations to sales leadership on how best to address.
• Partner with the account team to scale with resources available, to execute against the technical validation, commercial strategy and legal workstreams required to close transformational opportunity at Adobe.

• Lead the cadence for opportunity updates and required deliverables via correspondence and meetings, to ensure fluid horizontal and vertical alignment on the partnership vision we are shaping in collaboration with the client.

• Partner with key Adobe ecosystem resources (Finance, Legal, BU) to identify and track activities within each workstream and against the overall program plan. This means facilitating concise communications, driving alignment, and identifying conflicts across opportunity stakeholders, and coming up with recommendations to address them.
• Transmit reporting (both internal and client facing) and ensure our opportunity tracking system is updated and the Strategic Pursuits team is prepared for internal forecast and transformational deal reviews.

• Manage the collection of data and assets in accordance with the defined Strategic Pursuits global methodology and enablement.

• Partner with the SPP Program Management Office (PMO), to build scale across the SPP and field organization, with execution 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
• Initiate and execute complex, cross-functional workstreams with minimal guidance.
• Diplomacy, conflict resolution and listening skills are a must.
• 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
• Proven 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.

Our compensation reflects the cost of labor across several  U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $237,200 -- $350,100 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

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.

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.

Adobe is proud to be an Equal Employment Opportunity and affirmative action employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law. Learn more.
 

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