Regional Alliance Manager

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

This Partner Manager (PM) role will support IBM, one of Adobe's top global solution partners that has a rapidly expanding Adobe practice across Adobe DX solution stack You will be part of a dedicated global PM team working very closely with Adobe Sales, Marketing, Product, Service and Enablement organizations to grow this partnership to meet its full potential and operate from a position of strength, integrity and leadership. This role will focus on the North America partner practice.

What You'll Do

• Represent Adobe with integrity and professionalism in every interaction with the partner armed with effective IQ and EQ to maintain world class trust and collaboration between our respective organizations.
• Develop, qualify and deliver early-stage sales pipeline working closely with the Adobe fields sales organization and equivalent partner service stakeholders. Drive and nurture partner attributed pipeline to completion, addressing blocking issues as required.
• Encourage education and inspiration of collaborators, customers, and team members across all partner LOB's to embrace, recommend, and sponsor Adobe platform offerings. This can be achieved through curated sales plays and use cases.
• Leverage SME's as needed for deep dive technical workshops but be prepared to deliver compelling capabilities demonstrations of the platform and address high level Adobe value proposition for each of our tools, serving as a subject matter expert within digital experience ecosystems.
• Identify and build differentiated partner-led offerings that address meaningful customer business issues and can demonstrate repeatable joint wins for both Adobe and partner.
• Collaborate with Adobe product, field, and partner marketing teams to develop and implement customer-facing and partner-facing campaigns that improve thought leadership and reinforce the global partnership. Evaluate the impact of these initiatives.
• Track, maintain and facilitate resolution of delivery and customer satisfaction issues to ensure successful deployment of Adobe platform offerings lead by the global partner with support of Adobe's own consulting organization, customer success managers and Adobe product teams as needed.

What You Need to Succeed

• Outgoing, dynamic, charismatic personality who is committed to building trusted relationships with Adobe and IBM account teams and sales/practice leadership.
• Desire to build your own personal brand and that of IBM within Adobe and be invested in mutual success for both parties.
• Ability to thrive in a fast-paced environment and comfortable implementing a wide range of projects (from tactical to strategic).
• Proactive, creative, innovative, provocative with an ability to "see around the corners" to envision and orchestrate desired outcomes.
• Willingness to get hands-on; make informed decisions; think strategically and complete tasks with precision.
• Attention to detail; maniacal focus on achieving aggressive business goals.
• Possess a "hunter" mentality to continuously educate and inspire a global expansive SI organization to recommend Adobe platform solutions to its clients.
• Be comfortable as a dedicated Adobe concierge working across all levels and senior levels of the partner organization addressing simple and complex issues.
• Dedicatedly committed to winning but always with the utmost integrity that embraces Adobe core values.
• 7 - 10 years' experience in a quota-based Partner Sales role and partner program development - this includes experience in partner enablement, partner sales, partner marketing and managing partners at executive, VP and/or C-level.
• Experience working in a Recurring Revenue or SaaS organization.
• Bachelor's degree or equivalent experience required, ideally in business or similar field preferred.
• You thrive on challenges and have history of successfully, consistently achieving revenue goals and objectives, within a complex client acquisition driven business.
• You have a passion for getting things done in an ambiguous environment, enjoy working hard, are full of energy for challenges, and seize opportunities more than others.

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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