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 challengeThe Director, Field and GTM Strategy will be responsible for the Americas Digital Media for Enterprise business, including Adobe’s flagship Creative Cloud and Document Cloud solutions. The Director, Field and GTM Strategy will partner with the Vice President of Americas Sales and Vice President of International Sales to define the GTM strategy and operations of a best-in-class Field organization for Adobe and support superior execution across ecosystem roles. Reporting to the Head of Sales Operations, the Director, Field and GTM Strategy will be accountable for developing a comprehensive strategic GTM Field plan based on a substantial understanding of modern field operation dynamics to drive revenue growth. This role includes leading regular and extensive C-Level executive presentations.What you’ll do Management responsibility for a team of GTM Strategy professionals providing centralized support for the global Digital Media Organization to achieve aggressive sales and customer success targets while continually evolving product-market-fit.Responsible for building and delivering C-Level executive presentations, including RTBs, QBRs, and regular deep-dive sessions.Lead bringing new products to market by developing and executing on an end-to-end launch plan including product packaging, pricing, positioning, marketing, demand generation, field enablement, pipeline generation and progression strategy, and post-sale customer success including product implementation, usage, and adoption.Support and optimize the GTM strategy including core sales processes and productivity drivers, infrastructure and automation, regional performance and Enterprise Data Driven Operating model. Ensure that the defined GTM is fully adopted by all field pre- and post-sales teams.Develop and action productivity and performance reporting of sales management, individuals and account opportunity.Oversee sales team productivity and track critical KPIs (close rate, pipeline growth, upsell, cross-sell, churn rate, etc.).Establish highly repeatable and scalable sales processes, automation and reporting methodology that can be implemented across regions and business units.Conduct historical reviews of account performance, account segmentation and prioritization, and oversee win/loss analysis and other predictive analytics.Drive field sales and ecosystem annual planning including determining account segmentation, financial targets, organizational design, account coverage, capacity model, territory assignment, quotas, and compensation plans.Support and optimize the GTM strategy including core sales processes and productivity drivers, infrastructure and automation, regional performance and Enterprise Data Driven Operating model. Ensure that the defined GTM is fully adopted by all field sales teams.Help recruit, inspire, lead, mentor and motivate the sales organization to capitalize on the market opportunity for Adobe. Effectively partner and appropriately challenge leadership to effectively overachieve revenue targets and instill centralized processes.Measure how Sales Reps spend their time and use that data to improve process and IT automation priorities. Accountability to assist sales teams to improve performance by assigning sales goals, quotas and compensation plans and for the development of sales training and management programs.Manage the sales pipeline by monitoring deal-flow across stages and conduct performance reporting.Establish sales asset needs, support sales asset development and set guidelines for sales asset utilization and deployment.What you need to succeedProven experience managing a best-in-class, complex Field GTM Strategy function at a top management consulting firm, SaaS organization, or financial services institution supporting aggressive revenue growth. Capable of managing a centralized go-to-market operational team responsible for supporting $2B+ of revenues.Strong C-Level executive presence and communication skills, with ability to engage and inspire senior executives including communicating your vision.Outstanding problem solving and analytical skills including talent for conducting research, analyzing data, developing hypotheses, and synthesizing recommendations.Candidates must have a proven track record of success in providing strategic guidance and operational oversight in Field GTM Strategy within a complex technology sales environment.Proven ability to successfully bring new products to market and drive change management initiatives across a large global Field organization.Proven ability to develop tactical initiatives that improve sales productivity and performance. Background of introducing innovative performance metrics, improvement programs, and sales compensation enhancements.Ability to utilize combined industry benchmarking information with a strong analytical capability to identify market trends and test alternative approaches to strategy that yield superior performance.Experience researching, developing and deploying sales tools, technologies and automation solutions/strategies in the field.High degree of intellectual curiosity and ability to absorb new concepts quickly.Highly entrepreneurial and able to operate independently with minimum supervision.Heavily results-oriented; strong track record in meeting and exceeding revenue targets.Experience in subscription revenue environment.Adobe’s Worldwide Field Operations Adobe’s Worldwide Field Operations provides customers with the products, services, solutions, and support they need to make, manage, measure and/or monetize their digital assets. Worldwide Field Operations includes Worldwide Sales, Reseller Partnerships, Partner Sales, Adobe Global Services, Sales Operations and the Adobe Worldwide eCommerce organizations.Take a peek into Adobe life in this video.When you join Adobe, you can look forward to collaborating with the most genuine people in the industry, working on projects with real purpose, and having immense pride in the products we create and the customers we support. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely.Adobe is an equal opportunity employer. We hire talented individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, veteran status, cultural background or religious beliefs. We know that when our employees feel appreciated and included, they can be more creative, innovative and successful. This is what it means to be Adobe For All. Learn more about our vision here.Come create experiences that matter at a company that is recognized around the world and hear what our employees are saying about their career experiences on the Adobe Life blog.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 $134,800 -- $299,200 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.
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