Solution Consulting & Customer Discovery
- Lead consultative discovery conversations to comprehend customer workflows, business challenges, and success metrics.
- Translate customer needs into tailored Adobe solution recommendations across Document Cloud and Creative Cloud offerings.
- Design and deliver impactful, customized product demonstrations aligned with customer use cases and industry context.
- Position Adobe solutions through value-based storytelling, emphasizing productivity, collaboration, and workflow outcomes.
Deal Strategy & Sales Execution
- Collaborate closely with ICX Sales Advisors to advance opportunities throughout the sales cycle and support deal closure.
- Influence deal strategy by:
- Positioning solutions effectively
- Articulating use cases
- Discussing ROI and value
- Highlighting competitive differentiation
- Support pricing discussions, licensing clarity, procurement conversations, and objection handling.
- Drive momentum on opportunities to enhance pipeline conversion and opportunity closure ratios.
Growth Product Acceleration
- Serve as the primary specialist resource for growth products like Acrobat Studio, Acrobat Express, Adobe Sign, and related offerings.
- Drive revenue impact through:
- Significant deal influence
- Expansion of growth products
- Strategic upsell and cross-sell opportunities
- Support outbound and targeted engagement motions that introduce new Adobe solutions to customers.
Product Expertise & Customer Advisory
- Provide expert guidance and advice to customers on product usage and best practices.
- Collaborate with product teams to identify and address customer pain points and improve product offerings.
- Stay updated on industry trends and emerging technologies to provide valuable insights and recommendations to customers.
- Maintain deep expertise in Adobe’s Document Cloud and related collaboration solutions.
- Articulate Adobe’s value proposition, competitive positioning, and solution differentiation during customer engagements.
- Engage with customer stakeholders at various levels to guide solution adoption and workflow transformation.
Sales Enablement & Scalable Impact
- Empower frontline sales teams by sharing product knowledge, demonstrating best practices, and providing solution positioning guidance.
- Contribute to sales playbooks, demo narratives, and reusable customer-facing assets.
- Collaborate with Product, Marketing, and Support teams to enhance win rates and customer adoption.
Pipeline Visibility & Forecast Contribution
- Maintain visibility into supported opportunities through CRM updates and pipeline tracking.
- Provide insights during forecast reviews based on deal progression and customer engagement.
- Ensure pipeline health and deal momentum across aligned sales teams.
What You’ll Need to Succeed
- Solution Consulting & Sales Expertise
- Experience in solution consulting, presales, product sales, or consultative selling roles.
- Strong ability to conduct discovery conversations and align product capabilities with customer business needs.
- Experience influencing complex sales opportunities through value articulation and solution positioning.
- Product Demonstration & Storytelling
- Proven ability to deliver engaging product demonstrations and tailored customer presentations.
- Ability to translate technical features into clear business outcomes and productivity benefits.
- Commercial Acumen
- Experience participating in sales cycles, including deal strategy, objection handling, and procurement discussions.
- Understanding of licensing models, pricing conversations, and competitive positioning.
- Communication & Influence
- Strong interpersonal, presentation, and storytelling skills.
- Ability to build credibility with both sales teams and customer stakeholders.
- Comfortable engaging with various stakeholders, including business leaders and procurement teams.
- Collaboration & Enablement
- Experience working cross-functionally with sales, marketing, product, and support teams.
- Passionate about empowering sellers and enhancing overall team effectiveness through product expertise.
- Additional Attributes
- Highly organized and comfortable working in fast-paced sales environments.
- Strong problem-solving skills with the ability to guide customers toward the right solution.
- Positive attitude with a focus on achieving successful customer outcomes.
About Adobe
Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.
Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.
Let’s Adobe together
At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.
Adobe is proud to be an Equal Employment Opportunity 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 protected characteristic. Learn more.
Adobe aims to make our Careers website and recruiting process 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.
AI Use Guidelines for Interviews: Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.
At Adobe, we empower employees to innovate with AI — and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it’s restricted during live interviews. See how we think about AI in the hiring experience.