Senior Enterprise Deal Strategy 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

In Enterprise Deal Strategy, we manage a wide range of activities in support of business decisions related to Sales opportunities for the Adobe Digital Experience Business. In this role, you will analyze proposed terms of individual deals, including discount levels, bookings value, contract growth, contractual terms, long term valuation and profitability. You will actively manage the approval process for deals requiring DX BU approval. You will review deals in a timely manner to ensure continued sales momentum.

On a quarterly basis, you will summarize the pricing performance of enterprise deals by region, product, and account. You will identify barriers affecting deal performance, propose sales playbooks that can overcome those challenges, make recommendations on go-to-market strategies, and train Deal Desk analysts and Sales to improve results.

What You'll Do

• On behalf of the DX Business Unit, partner closely with Deal Desk and Sales Executives to appropriately structure sales opportunities
• Analyze individual deals within the DX BU - providing Profitability analysis and discount structure
• Partner with BU solution owners to ensure deal approvals are consistent with their pricing and margin strategies worldwide
• Drive continual process improvements through business reviews
• Perform adhoc analysis and lead projects for assigned products

What you need to succeed

• Bachelor's degree in Finance, Accounting or Economics (MBA/CPA a plus)
• 7-10 years full time work experience in an Operations or Finance capacity (software industry a plus)
• Highly motivated self-starter with strong work ethic
• Strong analytical, problem-solving and decision-making abilities
• Effective oral and written communication skills
• Ability to simultaneously lead multiple, high priority projects
• Extensive experience with sales deal approval process, including working with Salesforce
• Ability to handle and analyze large volumes of data, and summarize for presentation to senior management

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 $88,600 -- $198,700 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.