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Client Partner - M&E/Telco

Company: Adobe Systems Incorporated
Location: lehi
Posted on: May 3, 2021

Job Description:

Our Company

Changing 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 Opportunity

As an Adobe Client Partner, you will have Sales and Delivery ownership for a set of named Services customers, be accountable for all Services activity with those customers, and lead all aspects of the strategy and growth of Adobe's Services business.

What you'll Do

Account Growth and Management

Accountable for bookings, revenue, growth, and margin for a defined set of named Accounts

Drives Services business growth via install based within assigned account(s) via identification of key digital transformation opportunities

Focal point for executive alignment with customer partners

Accountable for internal Services strategy, communications, & execution

Build on the foundation and trust furthered through successful Services delivery to drive renewal and expansion of Adobe's services relationship with existing customers, grounded in deep understanding of the customer's objectives and familiarity with the scope, activities, and resources needed to fulfill those objectives.

Carries a bookings quota specific to the assigned account(s)

Generates new and innovative work streams

Accountable for Opportunity identification & builds sustainable pipeline

Partners with the Sales Support (Solution Architecture, Delivery) and Operations ecosystem to drive the end-to-end deal process including opportunity identification, proposal, contracting, and closing

Delivery Ownership

Ensure successful execution and delivery of high-quality Professional Services, resulting in measurable business impact aligned to customer priorities and objectives, through Adobe's contracted Services engagements in the assigned Account(s).

Owns revenue management for all projects within the assigned Account(s), including revenue acceleration, backlog burn, expiration/extension, and alignment with Finance and Operations teams for ongoing cadence of recognizing, invoicing, and quarterly closing activities

Project Oversight and Administration

Owns and drives consistent (Monthly/Quarterly) check-ins with customers to review (1) What has been accomplished to date, (2) Current priorities, (3) Unlocked Capability and Value Realization, (4) Alignment on key goals and priorities

Coordinates scheduling, staffing, onboarding & transitions executed by the project team(s) and Resource Management team

Accountable for Customer Health reporting, including ownership and management of account and project issues

Partners with Consulting practice leaders on resourcing needs, technology gaps, solution-specific pre-sales support, and BU/product team engagement

Individual business contribution

Generating Industry vertical thought leadership, driving Adobe's focus on customer executives and public audiences, and supporting Adobe's ecosystem of Industry expertise

Maintaining personal billable utilization target as per annual Services plan

Break new ground and take initiative to work in coordination with specified partners to build a balanced pipeline and grow & evolve the business

What you need to succeed

* Bachelor's degree with a preferred MBA * 10-15 years of previous consulting experience * 4-5 years prior experience in services sales, including a consistent record for attaining and exceeding annual quota * Validated experience in account growth * Strong organizational and leadership capabilities. Ability to lead and empower high-caliber technical teams * Experience collaborating in a matrix-organization with a focus on team building and leadership * Strong executive presence with the ability to influence without authority * Excels in communication skills: verbal, written and presentation * Business acumen: ability to speak to value drivers via story telling * Digital Marketing experience a plus * Exceptional analytical and quantitative problem-solving abilities * Demonstrated leadership in a teaming environment * Ability to effectively navigate complex client situations * Ability to gather and analyze client situations in order generate hypotheses to be a change agent for our clients

Adobe is an equal opportunity and affirmative action employer. We welcome and encourage diversity in the workplace regardless of gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other characteristics protected by law.

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, please contact accomodations@adobe.com

Pursuant to the Colorado Fair Pay Act, below is a summary of compensation elements for this role at the company if based in Colorado.

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.

Keywords: Adobe Systems Incorporated, Lehi , Client Partner - M&E/Telco, Other , lehi, Utah

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