The Challenge
Field Partner Sales Managers (PSMs) are responsible for overseeing partner relations for a specified field sales team at Adobe. You will engage with partners of all types and sizes – including agencies, management consultancies, systems integrators, cloud service providers, and technology partners – to drive collaborative efforts with Adobe’s direct sales team. Using Enablement, Marketing, and the full Adobe ecosystem, you will build go-to-market activities for your assigned territory and serve as a trusted advisor and liaison between the sales team and the partner ecosystem. Field Partner Sales Managers have the goal of increasing client and partner mindshare of Adobe in an effort to 1) drive net new opportunity creation and 2) accelerate existing deal cycles.
Collectively at Adobe, we are hyper-focused on one overarching mission: changing the world through digital experiences. We help clients through their digital transformation journey and enable them to compete in the modern era on the basis of experience!
Individual Contributor - What You’ll Do
- Drive partner created sales pipeline and bookings across your assigned sales segments.
- Support your aligned direct sales team with the acceleration of (and close plan for) their deals via partner support.
- Discover, qualify, and deliver early-stage sales pipeline working closely with the Adobe fields sales organization and equivalent partner client stakeholders. Progress and monitor partner attributed pipeline to closure, dealing with escalations as needed.
- Establish strong Senior Sales Leadership relationship and an ongoing cadence for your aligned Sales Team. Serve as the primary liaison between the Adobe partner ecosystem and the assigned direct sales team.
- Ensure the success of every AE and that every sales executive has a defined partner strategy that drives partner created pipeline.
- Leverage the ecosystem and lead a team of marketing, sales, and technical resources to execute partner pipeline creation through pipeline conversion.
- Work with Partners to drive joint marketing initiatives through events and other marketing campaigns that generate quantifiable pipeline.
- Work with Partner-Facing Partner Managers to enable the partner ecosystem on Adobe Solutions, the value of working with Adobe; drive net new revenue opportunities by aligning partners with your assigned sales teams.
- Assist leadership in encouraging an environment of teamwork, openness, creativity, and continuous collaboration.
Qualifications
- 8+ years experience in a quota-based Sales role and/or experience with Partner channel sales – this includes experience in partner enablement, partner sales, partner marketing, and leading partners at executive, VP and/or C-level.
- History of efficiently & consistently achieving revenue goals and objectives.
- Ideal candidate will demonstrate proactivity, taking ownership of and managing her/his business with a sense of urgency, have knowledge of key in-quarter partner deals, demonstrate proactive pipeline management, and be comfortable having Senior Sales Leadership conversations.
- Experience working in a Recurring Revenue or software company.
- Solid grasp of the Systems Integrators /Digital Agencies Consulting model (direct experience a plus).
- Conversant in Adobe products, solution, and technology strategies.
- Bachelor’s degree preferred, ideally in business or similar field preferred.
- Strong communication skill including verbal, written and interpersonal.
- High energy level and the ability to initiate and drive opportunities independently.
- Passion for getting things done in an ambiguous environment.
- Willingness to travel.
About Adobe
Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.
Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.
** Let’s Adobe together**
At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.
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