COMPLETE Consulting Services Sales Acct Manager - New York

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!

 

Responsible for selling the company’s consulting or other professional services (e.g., analysis, re-configuration, contract manufacturing or clinical research services/solutions, etc.); primary responsibility may include finding and generating new customers. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.

The Opportunity

Professional Services Account Manager for the FSI and Canadian industries will lead one of Adobe’s largest and most challenging customer relationships and services programs for named accounts within the Americas Vertical Teams.  PSAE’s partner with Adobe’s customers to understand their business needs and lead a multi-disciplined delivery team from Adobe to design, implement and scale the solutions to drive value for the customer across the intersection of people, process and technology.  The PSAE's are accountable for successfully positioning and selling services programs, acting a single point of accountability for the customer and in growing relationships across the customer lifecycle while owning and expanding the Adobe book-of-services-business in named FSI & Canadian accounts

What You'll Do 

• Holistic Services Account Ownership
• Accountable for bookings, revenue, growth, and margin execution and forecasting for a defined set of top, named Adobe Services customers
• Drive and be accountable for all Adobe Services business growth of the install based within assigned account(s) via identification of key digital transformation, expansion, and situational opportunities
• Executes and accountable for all Adobe Services engagements within assigned account(s) via delivery of customer commitments to value and Adobe Services revenue and profit margin
• Act as focal point for customer executive alignment and with any customer partners as part of the customer’s broader ecosystem (as applicable)
• Be a practitioner within your assigned account(s) through an external and industry-informed lens on how to position, execute, and optimize a digital transformation across people, process, and technology
• Accountable for customer value delivery, opportunity identification, and building a sustainable pipeline of new opportunities
• Accountable for internal Adobe Services strategy, communications, and execution while aligning with broader Adobe License strategy to support a One Adobe front
• Build on the foundation and trust furthered through successful Adobe Services delivery to drive perennial renewal and expansion of Adobe’s Services relationship with existing customers, grounded in deep understanding of the customer’s objectives and familiarity with the scope, activities, and resources needed to fulfill those objectives
• Partner with the Adobe Services sales support team (Solution Architecture, Delivery, Customer Success, etc.) and Adobe Services Sales Operations ecosystem to drive the end-to-end deal process including opportunity identification, proposal creation, contracting, and closure of all opportunities
• Services Delivery & Project/Program Execution Ownership
• Ensure successful execution and delivery of high-quality Adobe Services, resulting in measurable business impact aligned to customer priorities and objectives
• Owns revenue management and forecasting for a set of top, named Adobe Services customers inclusive of all projects within the assigned account(s), including revenue acceleration, backlog burn, expiration/extension management, and alignment with Adobe Finance and Operations teams for ongoing cadence of recognizing, invoicing, and quarterly closing activities
• Manages Adobe Services team inclusive of team staffing assembly, personnel transition management, personnel or process change management, etc. throughout the life of all projects supporting the assigned account(s)
• Responsible for consistent (monthly/quarterly) check-ins with customers to review (1) what has been accomplished to date, (2) current priorities and any changes, (3) unlocked capability and value realization, (4) alignment on key goals and priorities
• Responsible for scheduling, staffing, onboarding & transitions executed by the project team(s) and Adobe Resource Management team
• Accountable for customer health reporting and intervention management, including ownership and management of account and project-specific issues either directly or indirectly affecting Adobe Services
• Partners with Adobe Delivery practice leaders on resourcing needs, technology gaps, solution-specific pre-sales support, and Adobe Product team engagement
• Individual Contribution to the Adobe Services Business
• Deliver on individual bookings and revenue quotas based on assigned account(s) inclusive of forecasting accuracy
• Generating industry vertical thought leadership, driving Adobe’s focus on customer executives and public audiences, and supporting Adobe’s ecosystem of industry expertise
• Break new ground and take initiative to work in coordination with specified partners to build a balanced pipeline and grow and evolve the business
• Be a leader, champion, and mentor (as needed) to the Adobe Services ecosystem supporting your assigned account(s)
• What You Need to Succeed
• 5 to 15+ years of previous consulting experience or customer delivery experience of large programs, including value or results delivery (e.g., sales, revenue, ROI, contribution margin etc.)
• Prior experience in business development or services sales, including a consistent record for attaining and exceeding annual quota
• Strong organizational and leadership capabilities with ability to lead and empower high-caliber teams across people, process and technology transformation
• Experience collaborating and leading in a matrix-organization with a focus on team building and leadership
• Strong business acumen with ability to speak to value drivers and use cases in customer's context via experience-based story telling
• Ability to effectively navigate complex client situations and expansive partner ecosystems
• Ability to gather and analyze client situations to generate hypotheses acting as a change agent for our clients and within Adobe Services
• Strong executive presence with the ability to influence without authority
• Excels and adept in all forms of communication skills: verbal, written and presentation
• Exceptional analytical and quantitative problem-solving abilities
• Bachelor’s degree with a preferred MBA
• Digital marketing experience is preferred

Adobe is an equal opportunity and affirmative action employer. We welcome and encourage diversity in the workplace regardless of gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other characteristics protected by law.

Adobe aims to make adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, please contact accomodations@adobe.com

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 $178,200 -- $396,200 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.
 

Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call (408) 536-3015.

Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.