Our CompanyChanging 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 challengeCentral Europe is a vibrant marketplace for Adobe’s offering in the Digital Experience space. To capture the significant growth opportunity ahead, Adobe Customer Solutions is looking for a high energy individual with an entrepreneurial spirit and proven track record of success in selling Professional Services solutions in Germany to lead an elite team of Professional Services Sales Executives (PSSE).The ideal candidate for Manager, Professional Services Sales, has Enterprise level Software Solutions Sales and Consulting Sales experiences in the German Region and will be responsible for leading a team of PSSE to successfully sell Consulting Services to medium and large enterprises. The Manager oversees Professional Services Sales through forecasting, account resource allocation, account strategy and planning. The Manager is also responsible to support their team members in generating new opportunities within new and existing customers, in the development of presentations and sales propositions, negotiating pricing, managing the full sales cycle via solution selling techniques. This is a perfect opportunity to make a jump to a rapidly growing tech company.What you’ll doHelp shape Adobe Consulting towards a digital marketing consultancy with end-to-end capabilities to deliver complex digital marketing use cases.Managing the entire sales strategy and execution for our key customers, including territory & account planning, pipeline & opportunity management and forecasting for your team.With your team, build a vision of the Digital Transformation for our customers and support and enable your direct reports to be able to grow into the role of a trusted advisor.Negotiate and contract consulting engagements with key customers to implement Adobe Digital Marketing solutions and maximize the business value from existing implementations, and support & manage to drive the sales process until closure of your direct reports.Work intensely with the project delivery teams to ensure customer satisfaction through achievement of customer business goals and turn each customer into a reference.What you need to succeedStrong sales acumen with focus on the services businessManage sales planning and pipeline accuracySupport in engagement pricing negotiations and contractual agreementsAbility to demonstrate a comprehensive understanding and experience of value-based selling and contracting to large enterprisesDeveloping and maintaining strong relationships at both, C-level and functional levels, to best support his/her sales representativesHighest work standards and structured methodologiesAbility to multi-task within tight timeframes, and rapidly amend plans and tactics in response to changes in priority or situationDetailed planning and control skillsLeveraging internal resources and business partners to provide solutions to customers’ challengesAdditionally, we would like to see Deep understanding of Digital Marketing or a close relevant field (e.g. CRM, E-Commerce, etc.)Extensive relevant leadership experience (Engagement Management, Project Management, Consulting Management)Primary degree, preferably in a business discipline or Computer SciencePro-active leader with a ‘‘can do’’ attitude who goes the extra mile for his/her teamideally +5 years of direct people leadershipSales Leadership:Carries a bookings quota specific to the assigned territory of his/her team (=Germany)Leading his/her team regarding opportunity identification as well as building a sustainable pipelineManaging to drive expansion of Adobe’s services relationship within existing customers, grounded in deep understanding of the customer’s objectives and familiarity with the scope, activities, and resources needed to fulfill those objectives.Guiding his/her team to optimal partnership with the broader sales support (Solution Architecture, Pre-Sales, Delivery) and Operations ecosystem to excel on end-to-end deal processCriteria:Preferred Bachelor’s degree and/or MBAExtensive and relevant experience of working in a vendor consulting environmentRelevant prior experience in services sales, including a proven track record for attaining and exceeding annual quotaProven experience in successfully leading teams, also in times of changesStrong organizational and leadership capabilities. Ability to lead and motivate high-calibre technical teamsExperience collaborating in a matrix-organization with a focus on team building and leadershipStrong executive presence with the ability to influence, both with and/or without authority as per matrix organizational setupExcels in communication skills: verbal, written and presentationBusiness acumen: ability to speak to value drivers via story tellingDeep Digital Marketing experience is preferredExceptional analytical and quantitative problem-solving abilitiesDemonstrated leadership in a teaming environmentAbility to effectively navigate complex client situationsAbility to gather and analyse client situations to enable his/her team members generate hypotheses to be a change agent for our clientsUnderstanding of business case design and value-based outcome engagementsExperience in selling strategy, implementation and full-services engagementsProfessionalServices-EMEA1
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