Job ResponsibilitiesWe are a small, highly leveraged team that defines monetization strategy for the entire company and this particular role will be focused on opportunities within the Digital Experience business, centered around Experience Cloud. Our role is to influence the product roadmap to drive significant growth in revenues, profits, and stock price for Adobe.
We do this by driving initiatives that optimize new and existing offerings via product configuration, product line determination, offer structure, and pricing. What you'll Do - Develop and present business-cases that articulate the strategy and return-on-investment in order to acquire and incorporate cross-functional feedback and ultimately achieve executive approval.
- Develop innovative pricing / licensing structures for large/strategic b2b deals
- Support Enterprise Sales team with product sizing, custom pricing and licensing needs
- Collection, synthesis and analysis of industry and competitor data.
- Develop and conduct qualitative customer research.
- Design and complete quantitative market research including one or more of the following research methods: Build-Your-Own Conjoint, Discrete Choice Conjoint, Gabor-Granger.
- Perform statistical analysis on empirical data (sales, usage, etc)
- Develop financial models that simulate customer behavior and project costs to complete scenario analysis that estimates the impact of the proposal on market penetration, company revenues and margin.
We also ensure smooth execution of our proposals.- Define and drive product requirements for product roadmap and future releases to address customer needs related to the business model strategy
- Plan and coordinate operational activities required for execution, including the development of excel-based tools to facilitate the quoting and customer fulfillment process.
- Set guidelines for direct sales, develop sales plays and training as appropriate.
- Complete post-mortems to ensure proposals are successful and/or refine.
Who are you?Analytical wiz with high initiative, a strategic approach and quantitative talent
- MBA and/or 5+ Management/Strategy Consulting experience or Pricing/Packaging strategy experience.
- Understanding of Enterprise / b2b software sales processes - pricing, deal structures, discounting methodologies.
- The ability to simplify the complex, quickly define core problem and frame the solution approach.
- Attention to detail balanced by comfort with ambiguity.
- Excellent slide-writing, communicating, and upward-influencing skills
- Strong EQ and leadership ability.
- Experience driving consensus in a large matrixed organization is an advantage.
Expected Pay Range: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 $148,100 -- $282,100 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.
In California, the pay range for this position is $194,800 - $282,100
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.
