Strategic Pursuits Specialist
The Strategic Pursuit team at Adobe drives long-term revenue growth and profitability through large, complex strategic customer transformation commitments. We achieve this by orchestrating Strategic Pursuit resources, providing expert coaching and advising, and enabling sales teams, partners, and customers on our Solutions for business outcomes and value-based selling strategies.
In this role, you will be pivotal in developing and executing sophisticated commercial strategies and deal structures for Adobe's most significant opportunities. You will be the architect of deals that deliver substantial value, requiring a deep understanding of commercial, financial, product, go-to-market, investment, and technical aspects.
Key Responsibilities:
• Lead the development of innovative commercial strategies and deal structures for complex, highly competitive opportunities, ensuring alignment with Adobe's strategic objectives and maximizing value creation.
• Conduct rigorous demand validation to ensure the commercial output aligns with customer needs and market realities, providing data-driven insights to refine deal strategies.
• Mobilize and orchestrate the ecosystem (internal and external partners) to facilitate smooth deal progression, ensuring all stakeholders are aligned and contributing effectively.
• Drive strategic negotiations with key stakeholders, including customers and partners, to secure favorable terms and agreements that optimize deal outcomes.
• Partner with sales leadership to translate complex commercial strategies into actionable plans, ensuring seamless execution and achievement of revenue targets.
• Develop and present compelling proposals that articulate the value proposition and commercial strategy to executive-level stakeholders.
• Proactively identify and mitigate potential risks associated with deal structuring and negotiation, ensuring the successful closure of complex transactions.
• Identify and pursue opportunities for co-innovation with customers, exploring new solutions and business models that drive mutual value and enhance long-term partnerships.
To be successful in this position, you will possess:
• A minimum of 5 years' prior enterprise-level outside software experience, preferably within web technology and/or digital marketing solutions with commercial experience working on cloud related sales, consulting, licensing
• Experience working in highly matrixed organizations, with cross-functional stakeholders, focused on realizing and measuring key objectives within a team environment.
• Expertise in developing sophisticated commercial strategies and deal structures for large, complex transactions.
• Proven ability to conduct rigorous demand validation and translate insights into actionable commercial strategies.
• Exceptional negotiation skills with a track record of securing favorable terms in high-stakes deals.
• Strong business acumen with a deep understanding of financial modeling, risk assessment, and value creation.
• Excellent communication and presentation skills with the ability to influence and persuade executive-level stakeholders.
• A proactive and strategic mindset with a focus on driving results and maximizing value.
This role requires an entrepreneurial spirit, a willingness to "roll up your sleeves," and a passion for driving impactful outcomes in a dynamic and challenging environment. If you are a strategic thinker with a proven track record of developing and executing complex commercial strategies, we encourage you to apply.
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 $229,000 -- $369,600 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 Colorado, the pay range for this position is $246,400 - $356,800
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.
