Partner Sales Account Manager

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:

Adobe's Tech Partner team is looking for a full-time Technology Partner Manager to join our team. We are seeking a senior sales professional with a strategic and programmatic approach to build, lead, and grow technology partner sales GTM globally. The Technology Partner Sales team is in a rare position in the market to engage the world's biggest cloud providers and leading ISV partners, connecting content, data, and process to deliver more compelling and personalized experiences to our customers. This is an exciting and highly visible opportunity to cut horizontally across the entire organization making a true impact on the business.

The Challenge:

The Partner Manager (PM) is a senior sales professional that uses both a strategic and programmatic approach to build and lead Adobe license and Partner license sales with our Premier Technology Partnerships. The PM will work in close alignment with Adobe and Technology Partner Enterprise field sellers and leadership, driving scalable sales motions to grow the impact of the ISV partner business.

Purpose of Role:

• Own and lead assigned partner relationships, building direct relationships with field sellers and sales leaders, executing enablement, and building / governing joint pipeline
• Operationalize account and territory strategies with ISV Tech Partners to drive incremental bookings
• Build customized, compelling, and unique joint value propositions to support opportunities for sourcing and co-selling between partner and Adobe teams
• Serve as trusted advisor and valued partner to the Adobe field to bring to bear net new ASV and deal acceleration

Responsibilities:

• Own and deliver against the Adobe sales targets with and through Tech Partners sales
• Act as a key contributor to the Adobe sales team and sales motion where Tech Partners are sourcing or co-selling on an opportunity
• Become a trusted advisor to help build sales opportunity plans across both Adobe and Tech Partner field organizations
• Develop key high value relationships with the field organization and influencers, including sales directors across global regions and countries
• Act as a critical partnership point of contact for other Adobe and Tech Partner teams to scale the relationship across the defined region
• Understand, identify, and maintain key pipeline; demonstrating identified sales motions and use cases in the field
• Develop and run pipeline and field strategy processes, including gap plans to ensure a path towards sales plan attainment.
• Collaborate with partnership evangelists to advance sourcing and co-selling with assigned portfolio of partners
• Provide hands-on support for client discussions and engagement in the field

Requirements:

• 5+ years of validated experience identifying sales opportunities, generating revenue, and maintaining and active sales funnel
• 3+ years of confirmed experience in program or partner management of cross-functional teams
• Leadership and experience working across teams to drive defined business strategy, and sales goals
• "C" Level oral and written communication skills
• Ability to develop strong relationships and influence change
• Ability to effectively prioritize and execute tasks in a high-pressure environment
• Consistent record developing and scaling partnerships
• Motivated high-performance individual
• Strong analytical and problem-solving skills
• Experience within the SaaS marketing technology space

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 $144,000 -- $270,700 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.

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