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! Our CompanyAt Adobe, we’re changing the world. How? We give people the tools to bring their ideas to life and build content that makes life more fun and work more meaningful. We give businesses and organizations the power to truly engage their customers. We are the ones behind the elegantly crafted content that streams across your laptop, TV, phone, and tablet every day—and we are the ones who harness the substantial power of big data to help companies move from data to insight and insight to action by delivering content that people have an appetite for most.We’re a company that understands that product innovation comes from people innovation, and that’s why we invest in encouraging leaders throughout the organization. If you’re passionate about leading from where you sit, join us!The Challenge:Field Partner Sales Managers (PSMs) are responsible for overseeing partner relations for a specified field sales team at Adobe. You will engage with partners of all types & sizes – including agencies, management consultancies, systems integrators, cloud service providers, and technology partners – to drive collaborative efforts with Adobe’s direct sales team. Leveraging Enablement, Marketing, and the full Adobe ecosystem, you will build go-to-market activities for your assigned territory and serve as a trusted advisor and liaison between the sales team and the partner ecosystem. Field Partner Sales Managers have the goal of increasing client & partner mindshare of Adobe in an effort to 1) drive net new opportunity creation and 2) accelerate existing deal cycles. Collectively at Adobe, we are hyper-focused on one overarching mission: changing the world through digital experiences. We help clients through their digital transformation journey and enable them to compete in the modern era on the basis of experience!Individual Contributor - What You’ll DoDrive partner created sales pipeline and bookings across your assigned sales segments.Support your aligned direct sales team with the acceleration of (and close plan for) their deals via partner support.Discover, qualify, and deliver early-stage sales pipeline working closely with the Adobe fields sales organization and equivalent partner client stakeholders. Progress and monitor partner attributed pipeline to closure, dealing with escalations as needed.Establish strong Senior Sales Leadership relationship and an ongoing cadence for your aligned Sales Team. Serve as the primary liaison between the Adobe partner ecosystem and the assigned direct sales team.Ensure the success of every AE and that every sales executive has a defined partner strategy that drives partner created pipeline.Leverage the ecosystem and lead a team of marketing, sales, and technical resources to execute partner pipeline creation through pipeline conversion.Work with Partners to drive joint marketing initiatives through events and other marketing campaigns that generate quantifiable pipeline.Work with Partner-Facing Partner Managers to enable the partner ecosystem on Adobe Solutions, the value of working with Adobe; drive net new revenue opportunities by aligning partners with your assigned sales teams.Assist leadership in encouraging an environment of teamwork, openness, creativity, and continuous collaboration.Qualifications5-10 years Public Sector experience in a quota-based Sales role and/or experience with Partner channel sales – this includes experience in partner enablement, partner sales, partner marketing, and leading partners at executive, VP and/or C-level.Ability to own Top-to-Top relationships both with Partner Executives & Senior Sales Executives within Adobe; ability to demonstrate immediate Executive presence.Ideal candidate will demonstrate proactivity, taking ownership of and managing her/his business with a sense of urgency, have knowledge of key in-quarter partner deals, demonstrate proactive pipeline management, and be comfortable having Senior Sales Leadership conversations.Must be collaborative, inclusive, & responsive with/to full Adobe Ecosystem, Sales, & Partners.History of efficiently & consistently achieving revenue goals and objectives.Experience working in a Recurring Revenue or software company.Solid grasp of the Systems Integrators /Digital Agencies Consulting model (direct experience a plus).Conversant in Adobe products, solution, and technology strategies.Bachelor’s degree preferred, ideally in business or similar field preferred.Strong communication skill including verbal, written and interpersonal.High energy level and the ability to initiate and drive opportunities independently.Passion for getting things done in an ambiguous environment.Willingness to travel.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 $144,000 -- $270,700 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.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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