Sr. Sales Strategy and Operations Manager - San Jose

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 Education Team mission is to inspire and empower the next generation to be lifelong creators. We support educators and students in their creative passions and equip them with the tools, resources, learning opportunities, help, and community they need to be successful.

As the Global Education Sales Strategy and Operation Senior Manager, it would report directly to the Director of Global Partners Sales Operation and work as the “COO” (Chief operating officer) for the Sr. Director of Global Education Sales to define the strategy and operations of a best-in-class sales organization and support superior sales execution. Drive sales strategy, analytics, and programs that impact the entire WW Education business. Working strategically but can also follow through in execution and operations. Drive detailed analysis and synthesize your findings into executive level communications.

Good sales deals and decisions rely on the cleanliness and timeliness of the underlying data. This person will be responsible for collaborating with the sales team to make sure our SFDC data is clean and accurate. You will need to extract, synthesize and make sense of data from SFDC and other data sources in order to ensure an accurate sales forecast and other smart, data-based decisions.        

Responsibilities

• Sales Forecasting: Manage forecasting process (working with the sales managers and FP&A) to ensure an accurate forecast and pipeline. 
• Data Analytics: Own data analytics regarding all things related to sales – this is mostly SFDC, so being proficient in SFDC is important – data hygiene and pipeline development analysis.
• Pipeline: Track and analyze the overall sales pipeline funnel from lead to closed to identify improvement areas and design relevant programs to help sellers move deals faster. 
• Deal Desk: collaborate with the sales deal desk and Order Management team, who are responsible for supporting the sales deals closing and order administration. 
• Sales Enablement: Work with product marketing, product management and sales managers to prepare materials and implement the training to the sales reps.
• Sales Comp: Oversee the preparation and administration of annual and quarterly sales compensation plans, including quotas, territories and plan design/improvements
• Define and drive strategic initiatives focused on improving business performance
• Develop and action productivity and performance reporting of sales management and individuals. 
• Conduct historical reviews of account performance, account segmentation and prioritization, and lead all aspects of win/loss analysis and other predictive analytics. 
• Establish highly repeatable (and scalable) sales processes, automation and reporting methodology that can be implemented across regions
• Develop and deliver presentations to senior leaders and executives
• Coach and Manager junior member of the operation team
   

What you need to succeed

• 8-10 years of relevant experience in sales strategy and operations 
• 3+ years running direct and/or matrixed teams
• Hands-on Sales Ops experience: sales forecasting; SFDC data cleanliness/analysis; sales enablement; deal desk/order administration; commission plan design and administration. 
• Extremely strong written and oral communication skills
• Exceptional problem solving and critical thinking skills
• Strong communication and presentation skills
• Highly entrepreneurial and able to operate independently with minimum supervision
• Heavily results focused; strong track record in meeting and/or exceeding performance targets
  
   

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 $111,700 -- $236,200 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.

Adobe is proud to be an Equal Employment Opportunity and 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.
 

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