Consulting Services Sales Acct Manager

Adobe Inc.
United States, New York, New York
Mar 07, 2025
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! Client Partner Job Description 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! As an Adobe Client Partner, you will have the combined Adobe Services Sales and Delivery ownership for a top, named High Technology Adobe Services customer(s). You will be accountable for all Adobe Professional Services activity with those customers, and lead all aspects of the strategy, execution, and growth of Adobe's Professional Services business in those accounts. You will execute across the entire people, process and technology change/transformation fabric with an industry or customer practitioner lens for your assigned account(s) and drive quantifiable, aligned external customer value. Responsibilities include: Account Leadership and Growth: Accountable for Professional Services bookings, revenue, growth, and margin execution and forecasting for one of Adobe's top High Tech customer(s). Drive and be accountable for all Adobe Professional Services business growth of the install based within assigned account(s) via identification of key digital transformation, expansion, and situational opportunities Executes and accountable for all Adobe Professional Services engagements within assigned account(s) via delivery of customer commitments to value and Adobe Professional Services revenue and profit margin Act as focal point for customer executive alignment and with any customer partners as part of the customer's broader ecosystem (as applicable) Establishing trusted relationships and be a leader with customers by understanding their business and key KPIs, and being able to articulate a vision for how they can meet their KPIs and achieve their business objectives Apply an external and industry-informed lens on how to position, execute, and optimize a digital transformation across people, process, and technology Accountable for customer value delivery, opportunity identification, and building a sustainable pipeline of new opportunities Accountable for internal Adobe Professional Services strategy, communications, and execution while aligning with broader Adobe License strategy to support a One Adobe front Build on the foundation and trust furthered through successful Adobe Professional Services delivery to drive perennial renewal and expansion of Adobe's Professional Services relationship with existing customers, grounded in deep understanding of the customer's objectives and familiarity with the scope, activities, and resources needed to fulfill those objectives Partner with the Adobe Professional Services sales support team (Solution Architecture, Delivery, Customer Success, etc.) and Adobe Professional Services Sales Operations ecosystem to execute on sales cycle activities to bring opportunities from identification through booking and transition to the delivery, including accountability for driving the negotiation, contracting, and approval processes. Services Delivery & Project/Program Execution Ownership Ensure successful execution and delivery of high-quality Adobe Professional Services, resulting in measurable business impact aligned to customer priorities and objectives Owns revenue management and forecasting for a set of top, named Adobe Professional Services customers inclusive of all projects within the assigned account(s), including revenue acceleration, backlog burn, expiration/extension management, and alignment with Adobe Finance and Operations teams for ongoing cadence of recognizing, invoicing, and quarterly closing activities Hold delivery teams to be accountable forsuccessful execution, solid governance,communicationand change managementfor contracted engagements Mentor delivery team members and other consultants on customer leadership and consultative selling Responsible to ensure consistent (monthly/quarterly) check-ins with customers to review (1) what has been accomplished to date, (2) current priorities and any changes, (3) unlocked capability and value realization, (4) alignment on key goals and priorities Ensure appropriate customer health reporting and intervention management is happening, including ownership and management of account and project-specific issues either directly or indirectly affecting Adobe Professional Services Partners with Adobe Delivery practice leaders on resourcing needs, technology gaps, solution-specific pre-sales support, and Adobe Product team engagement Requirements: Ten to 15 years of experience leading strategic customer engagements with a consultancy and/or agency ideally in consumer goods industry Experienced story-teller who can connect business strategy to solutions to drive customer value Strong executive presence, including ability to partner with and effectively influence client managers, directors, VPs, CMOs, and CXOs Ability to rapidly assess customer environments from a business process, organizational and technological perspective, and effectively prioritize opportunities for growth Ability to anticipate and creatively solve problems to ensure successful sales cycles and subsequent delivery of engagements Experience and ability to strategize upon, run and grow a defined book-of-business comprised of a set of named accounts Engaging people leader with proven ability to lead and inspire teams Proven organizational skills to plan and coordinate complex projects Excellent verbal and written communication skills High degree of intellectual curiosity and ability absorb new concepts quickly Exceptional analytical and quantitative problem-solving abilities High level of energy and personal drive Willingness to travel up to40% of the time if not geo-local to the customer Bachelor's degree with a preferred MBA Digital marketing experience is preferred 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 positionis $245,300 -- $421,800 annually. Paywithin this range varies by work locationand 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 is proud to be anEqual Employment Opportunityand 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. Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, emailaccommodations@adobe.comor call (408) 536-3015. Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other's employees.