VP, Sales Executive – Adobe Alliance – Financial Services (FSI) & Telco/Media/Technology (TMT)
Business Development and Account Management | Sales Executives
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Position Summary
Vice President, Sales Executive – Adobe Alliance – Industry aligned
*Financial Services (FSI) & Telco/Media/Technology (TMT)
Deloitte Consulting is hiring an experienced, top-performing Adobe martech software sales professional to focus on finding and growing net-new clients. This is an executive-level sales role that supports the US Adobe Alliance (major), & Customer Offering Portfolio (minor) focused on the FSI and TMT Industries. The role demands an experienced hunter-entrepreneur, with significant C- Level relationships and a deep understanding of today’s FSI and TMT issues, and their strategic implications to potential clients across specific market segments.
Candidates will be expected to have a net-new client development track-record of achievement with an emphasis on large, strategically transformative strategy or technology-led programs in one or more of the following business areas: Marketing, MarTech, Customer Experience, Customer Data Management, and Content Supply Chain. In addition, knowledge of areas such as Brand strategy, operating model transformation, Commercial data and technology transformation, and people/talent programs is critical because they are inherent in the major business & digital transformation efforts inherent in large scale initiatives.
The role has a national scope aligned specifically to FSI and TMT specific clients.
The Team
The Adobe Alliance Sales team is aligned by industry to uncover, nurture, and close sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in developing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process. Additionally, each sales executive on the team is responsible for building and maintaining deep relationships with their corresponding industry-aligned counterparts at Adobe.
Work you’ll do:
The Adobe FSI and TMT Industry Sales Executive is an individual contributor hunter-entrepreneur, responsible for securing new clients and driving incremental consulting revenue for services and solutions at the direction and in partnership with Firm Partners, Principals and Directors.
- Develop strategic and tactical plans to meet or exceed individual and practice sales objectives
- Partner with Deloitte leaders to add Adobe & industry expertise to pursuits in FSI & TMT accounts
- Collaborate with Deloitte leadership to formulate and drive various go-to-market priority sales campaigns that create demand and generate incremental pipeline for our Adobe services, within FSI and TMT industry
- Lead complex selling efforts that identify, qualify, cultivate and close new business from sales campaigns and the targeted list of client prospects
- Understand the industry and competitive landscape and how to differentiate the Firm’s offerings
- Identify and influence key decision-makers at all levels within the client organization
- Play a key role alongside pursuit leaders to: help frame Deloitte’s differentiated value story; develop strategic win themes for proposals; and provide coaching and other professional sales support for client-facing presentations
- Lead or support sales operations, practice sales management and quarterly business review activities
- Support proposal development and make live oral presentations as needed that win new business
- Represent Deloitte by spending time in the field, and at conferences, events and client-facing activations in support of sales campaigns and practice goals
- Maintain accurate and timely pipeline and forecast data
Qualifications include:
- Prior success in a substantially similar role, enterprise sales, consulting professional, or the equivalent of an existing experienced Adobe focused consulting sales professional selling $1M+ deals
- Recent track record of delivering $12+ million incremental sales per annum
- 10+ years of experience selling Adobe professional services into complex FSI and TMT clients
- In-depth understanding of the FSI and TMT business, the marketplace for Consulting services, clients' business issues and range of competition
- Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources
- Expertise in relationship building to increase account penetration and lead to increased revenue opportunities with new clients
- Developing and utilizing pre-existing network of clients or contacts in the FSI and TMT industry
- Success in working closely with service line leaders, partners, practitioners and other Sales Execs to develop strategies and tactics that drive targeting programs and campaigns that win new business
- Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve
- Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $175,300 - $322,900.
You may also be eligible to participate in a sales incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document.
Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html
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Requisition code: 327795
Job ID 327795