EMEA is the growth engine within Adobe, and you will join at an opportune time to drive digital transformation for our clients as well as lead our sales business through transformational growth. As the leader of our Strategic Pursuits division for EMEA, you will report to our VP of Partnerships & SPP and you will be responsible for consistently growing revenue throughout EMEA.
What you’ll do
Adobe is looking for a Senior Director to lead the SPP Strategic Pursuit business for the Adobe EMEA regions of UK&I, Central and Western Europe. In this pivotal role, you will partner with regional sales teams and leaders to drive account‑based oversight, guidance, and accountability. You will lead the development of the SPP‑EMEA Pursuit team’s programmatic approach to establish consistent CxO‑level engagement, form long‑term trusted relationships, evangelize bold steps for change, and ensure high levels of customer satisfaction with documented success stories. This role will manage a team of Strategic Pursuit Leads and a dedicated extended team to support specific partnership pursuits. It will utilize deal‑progression best practices, including pipeline creation, account planning, strategic opportunity reviews, pursuit planning, deal coaching, thought leadership, resource alignment, executive engagement, and more to maximize market opportunity, accelerate sales cycles, and close larger deals with greater frequency. As a Senior Director, you will also demonstrate distinct horizontal leadership, working closely with Adobe’s regional leaders for emerging technologies, business value practice, customer success, and other functional areas to weave SPP’s value‑based framework into all aspects of Adobe’s business. You will need exceptional presentation and persuasion abilities and top‑tier leadership, management, technical, and executive engagement skills.
Key responsibilities
- Partner with regional sales teams and leaders to drive account‑based oversight and guidance designed to up‑level our overall go‑to‑market, focus on business outcomes, and maximize Adobe’s results.
- Lead the development of the SPP‑EMEA Pursuit team’s programmatic approach to establish consistent CxO‑level engagement, form long‑term trusted relationships that promote mutual interest, evangelize bold steps for change, and ensure high levels of customer satisfaction with documented success stories.
- Demonstrate distinct horizontal leadership, working closely with Adobe’s regional leaders for emerging technologies, business value practice, customer success, and other functional areas in order to weave SPP’s value‑based framework into all aspects of Adobe’s business.
- Manage SPP‑EMEA’s pipeline, forecasts, and leading sales indicators for the region.
- Collaborate with regional Enterprise Segment leaders on sales strategy and planning.
- Motivate, coach, and mentor the SPP‑EMEA Pursuit team to grow existing account opportunities and capture net‑new transformational business.
- Build long‑term, trusted relationships both internally and externally.
- Drive the SPP‑EMEA engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop, and close strategic, transformational pursuits.
- Enable the SPP‑EMEA team and supporting extended team resources to effectively identify target accounts and mobilize teams to drive strategic customer engagement.
- Evangelize best practices and content (deal structures, content related to Digital Transformation and cutting‑edge customer challenges, references, value‑added offerings, etc.).
- Represent Adobe in senior customer‑facing roles (i.e., executive sponsor, business strategist, negotiator).
- Align various stakeholders—including but not limited to Sales, Operations, Finance, Legal, Services, Accounting—to close complex, bespoke opportunities.
What you need to succeed
- Extensive, large‑scale leadership experience (with sales and other supporting roles) within multi‑geo/cultural EMEA‑based environments.
- Proven experience developing and leading a high‑performing regional team with a consistent track record of engaging and growing talent to greater responsibility and success.
- Documented track record of successfully leading large, complex sales opportunities or partnerships.
- Deep experience working with and across the C‑Suite, both internally and externally.
- Highly collaborative and versant in successfully navigating global, matrixed environments.
- Demonstrated strong growth mindset that seeks to uniquely solve difficult customer challenges.
- Proven ability to build trust and be highly credible across all levels of organizations.
- Deep industry knowledge with an ability to confidently drive transformational recommendations at C‑Suite and business decision‑maker levels.
- Exceptional ability to understand and evangelize transformative methodologies, best practices, and digital transformation concepts.
- Proven experience of influencing, training, and working closely with sales teams to ensure awareness of the best practice processes and constructs for successful large opportunity execution.
- Hold diversity, equity, and inclusion at the heart of all you decide, do, and personify.
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.
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