Manager, Consulting Services Sales

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!
Adobe's Customer Solutions team is looking for a full time Consulting Sales Leader to lead a high performing team across our most strategic customers in the Media, Entertainment, and Telcom industries. This is a Consulting Sales management role managing a team of professional services Account Executives (sellers) with net new sales, bookings, and delivery excellence goals as the team's primary responsibilities.
The Sales Manager will coach and mentor the Professional Services Sales on their team to earn the role of trusted advisor through their work and the work of the Adobe Professional Services delivery teams. This leadership role will require working across a matrixed organization to partner closely with License Sales, Operations, Solution Architecture, Consulting Delivery and Support teams to manage company and practice goals.
What you'll do

• Management of individuals and teams who successfully drive sales/bookings and/or delivery excellence and revenue across their assigned customers by ensuring value is effectively positioned through customer-centric and outcome-based engagements.
• Drive the Professional Sales Account Executives to sell effectively within the M&E industry.
• Partnering with License Leadership, in support of their ASV targets for Adobe license sales in territory.
• Coordinate and manage Opportunity Generation plans that build opportunity pipelines for our strategic Go-To-Markets.
• Co-develop GTM strategy within M&E industry that both aligns to Adobe's focused offerings but also addresses industry trends and challenges.
• Developing and maintaining a healthy business pipeline multiple of quota with operational excellence.
• Drive rigorous weekly forecast process to 5% variance.
• Reviews completed on proposals for buyer value representation, quantification of business value, clarity of outcomes and deliverables, and strategic direction prior to presentation to customer.
• Growing and maintaining healthy client relationships.
• Serve as trusted advisor to top Consulting customers in the assigned vertical, ensuring customer success and satisfaction across all engagements, solutions, and workstreams.
• Directly own and sponsor a select number of top accounts on behalf of Consulting, serving as Executive Sponsor and helping to ensure the success of top programs within the vertical.
• Drive account planning for M&E accounts in conjunction with Customer Success and Sales teams, and partner with Customer Success team for ongoing support and account coverage.
• Ensure a process of thorough and seamless handoff from Sales to Delivery teams.
• Own escalation management and resolution in conjunction with Delivery leadership.
• Ensure successful project closeout and handoff from delivery to post-delivery account teams (Customer Support, Technical Account Management, Customer Success Manager, etc.).

People Leadership

• Recruit, manage, mentor, and professionally develop a team of managers and senior-level individual contributors responsible for delivery of best-in-class consulting engagements.
• Mentor individual employees into effective and knowledgeable thought leaders who are motivated and committed to their customers and internal teams.
• Define Learning and Development plans.
• Lead change by inspiring team to overcome challenges, and actively managing resistance to change.

Knowledge & Solutions

• Drive Adobe Consulting thought leadership, actively partnering with Adobe Consulting experts, Industry Strategists, and other internal and external resources to share expertise and increase customer impact.
• With our Services Marketing team, author and facilitate thought leadership documentation and deliverables to enhance the prestige and market eminence of the practice.
• Apply knowledge of Industry and Adobe strategies to define new and innovative ways to engage customers and deliver value.
• Accountable for collecting and surfacing product themes/challenges and working with product marketing and engineering teams, Customer Support, and Delivery Excellence to manage and address.

Scaling the Business

• Identify new deals within customer portfolio, and partner with Sales leaders to qualify and close.
• Leverage industry and solution delivery credibility in working with Sales Leaders on new opportunities.
• Responsible for managing team to drive up-sell and cross-sell opportunities (renewals, change orders, extensions) of existing projects and partnering with Inside Sales team to process and close.
• Key contributor to Go-To-Market strategies / offerings specific to vertical customers.
• Maintain strategic relationships with relevant partners in Adobe ecosystem, defining co-delivery methodology and approach.

Executing for Results

• Responsible to meet and exceed both bookings and revenue goals in assigned Industry in accordance with quarterly and annual targets.
• Accountable for working with peers across Solution Architecture, Digital Strategy, PMO, RMO and Delivery to position and execute to plan against work sold.
• Attract and retain top talent, maintaining pipeline of qualified candidates and planning for future growth.
• Provide relevant, timely feedback to team and peers on a frequent, regular basis.

What you need to succeed

• Bachelor's degree with 7-10+ years of experience; MBA/MFA/MA preferred.
• Prior sales leadership experience within Consulting organization at a software company is preferred.
• Experience within the Digital Marketing industry and software preferred.
• Ability to travel up to 60% to attend customer meetings, mentor and coach team member client interactions, and drive sense of urgency to achieve close date commitments.
• Executive leadership skills including the ability to develop, influence and motivate a diverse team and / or external customer to maximize results.
• Practitioner level experience in translating clients' business requirements into solutions and effectively positioning solution value within an industry.
• Ability to effectively apply multiple levers to drive optimal sales-to-revenue and margin performance.
• Demonstrated consistent YoY quota over achievement across team.
• Demonstrated ability to establish and operate a structured team forecasting process.
• Possess strong solution sales and consulting business development with demonstrated ability to close business.
• Ability to collaborate with Adobe software sales to build and execute territory and account strategies.
• Ability to work across a matrixed organization to resolve client and sales challenges.
• Excellent team building, verbal and written communication.
• Exceptional communication skills, integrity, leadership.

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 $250,300 -- $386,900 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.
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