Adobe Channel Sales Manager
Company: Deloitte
Location: Dallas
Posted on: May 16, 2022
Job Description:
Deloitte is currently seeking candidates for our Channel Sales
Manager (CSM) role, focusing on digital transformations enabled by
Adobe solutions. The CSM's primary objective is to identify
early-stage opportunities by working directly with the Adobe sales
teams. The CSM will bring a clear, compelling perspective on the
value Deloitte offers as a go-to-market partner with Adobe-and, how
Deloitte and Adobe can position and sell our combined solutions to
target accounts. CSMs will need to have strong networking skills,
great sales instincts, Adobe sales experience, outstanding
communication skills, and the ability to work in a fast-paced
environment across a matrixed organization.
The team
CSMs are members of Deloitte's Adobe Sales Team. CSMs, working
closely with Deloitte Sales Executives (SEs), Principals, and
Managing Directors, focus on developing trusted relationships with
Adobe Sales teams, Partner Alliance teams and Go-To-Market teams.
The CSM will work most closely with the existing Deloitte Sales
Executives as the highly visible go-to Deloitte contacts across all
relevant industry sectors and partner alliance teams. Additionally,
CSMs will engage directly with the broader Deloitte Adobe offering
and sales teams for knowledge sharing and evangelizing Deloitte's
Adobe capabilities.
Work you'll do:
CSMs will take a lead role in securing and maturing many key
relationships with Adobe Account Executives (AEs) and sales
management across the Adobe sales teams. The CSM will develop
engagement and coverage strategies, co-facilitate meetings, secure
and prepare for quarterly business reviews, grow pipeline by
identifying and shaping new leads, manage pipeline in Deloitte's
instance of Salesforce CRM, drive attendance to marketing events
and help shape new offerings.
Key activities include:
- Create excitement around Deloitte's Adobe capabilities with the
Adobe sales organization
- Develop authentic and trusted relationships with Adobe team
members
- Sales Operations - keeping CRM up to date, support monthly
reporting activities, maintain running list of activities
- Leverage Adobe relationships to identify new sales leads, with
a focus on creating leads at new logo accounts
- Partner with the Deloitte Digital Sales Executive to qualify
and shape leads into new sales opportunities
- Assist with business development activities by teeing up
account planning sessions with the appropriate Deloitte team
members and Adobe sales team
- Learn Deloitte's Adobe differentiators and create
client-specific marketing and selling materials
- Track market trends and propose ideas for new differentiators
to address new market opportunities
- CSM brings a strong understanding of the core aspects of
digital experience and how Adobe helps companies create, deliver
and optimize content and applications
- CSM should continue to build knowledge of forward-thinking
processes and capabilities around digital experience
transformations
- Take a lead role in the opportunity management process,
including actively leveraging the Deloitte CRM (Salesforce)
solution for efficient collaboration and communication
- Work with the Deloitte Adobe sales and alliance teams on
partner planning meeting preparation, including agenda development,
research, materials creation, logistics, as well as notes capture
and report outs
- Collaborate with sales and marketing teams to:
- Propose ideas for events to connect with clients, including
customization of Deloitte eminence materials and distribution of
relevant thought-leadership to key stakeholders
- Promote Deloitte presence at partner events to vendor contacts
and Deloitte clients
- Drive client attendance at Deloitte and Adobe events
- Support the broader team by collecting and curating relevant
selling materials (thought leadership, success stories, proposals,
etc.)
- Travel of 25% for key events
Required Qualifications:
- 5+ years of relevant experience
- Strong business development experience space focused on Adobe
sales and marketing transformation initiatives
- Exceptional relationship building/relationship management
skills to establish rapport, trust, and confidence with vendor
teams
- Team player
- Project Management experience (process-oriented) and ability to
work in a fast-paced environment and manage multiple parallel sales
pursuits and sales plays
- Demonstrated success in driving top-of-the-funnel activity,
including a consistent track record of building pipeline/exceeding
a sales quota
- Experience in technology sales or consulting
- Experience and deep understanding of solution selling
fundamentals, including-lead identification, qualification,
stakeholder mapping, competitive analysis, budget confirmation, and
compelling events
- Experience and understanding of forecasting, including-phase
assignment, probability, close dates, risk analysis
- Demonstrated success performing in a large matrixed
organization
- Excellent written and oral communications skills and
interpersonal skills
- Proficient in Microsoft Office suite - strong PowerPoint and
Excel skills critical
- Proficient in positioning Adobe solutions and value
proposition
- Strong problem solving and analytical skills
- Demonstrated ability to take initiative and interact with all
levels of management
- Ability to act autonomously, self-starter
- Quick learner with high energy, persistence, and creative
problem-solving skills
- Detail oriented, ability to adapt to changing environment
- Enthusiastic and willingness to be engaged
Preferred:
- Deep understanding of digital transformation
- Bachelor's degree
- Techno-functional understanding of the Adobe portfolio and
supporting ecosystem
- Experience in technology or consulting sales having worked
with/at Adobe, Digital Agencies, Consultancies or Technology
Providers
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Keywords: Deloitte, Dallas , Adobe Channel Sales Manager, Executive , Dallas, Texas
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