Job Description:
This is a new role for an executive who will be responsible for leading and growing Adobe’s B2B sales in EMEA via Channel Partners and a Direct Sales team with an emphasis on the following two key components:
Driving revenue and subscriptions: This individual owns revenues for all markets and sub-routes to market, specifically Channel & Direct (Field) sales.
Work with the EMEA & global Consumer & SMB team to continue to execute upon Adobe’s direct strategy as a services business: In the last two years Adobe has shifted from selling boxed software through a two-tier distribution model to selling subscription services via a number of routes to market.
With c 45 full time employees, and >$500m annual recurring revenue, this makes for a really interesting role leading the Business Sales team across EMEA.
Working for the Snr Director of EMEA for Consumer & SMB, this position in the leadership team gives you a unique insight and opportunity to create an organization that will enable channels to work with greater harmony (and a much better customer and brand experience for Adobe) whilst still driving growth in Annual Recurring Revenue.
And whilst building a direct strategy is fundamental – the channel partners play an invaluable role in meeting the needs of our business customers. Driving change within that route to market to be focused on adding value to a customer in life, and truly driving growth will be essential.
In addition, determining how to drive for real business growth in our under developed markets without creating big infrastructures is critical to the long term success.
This is a big role, and will require outstanding commercial acumen and communication/influence skills. Having high EQ is essential in Adobe, as well as the drive and hunger for change.
What you’ll do
Driving growth in ARR (annual recurring revenue) from business customers by
Growth of net new customers
Expansion of seats in existing customers
Cross selling products (Stock, Document Cloud)
Renewals & Retention of customers and units
Create strategies to support the above across Direct & Indirect routes to market
Structures, Roles, People
Objectives, Accountabilities, KPI’s, Rewards
Marketing support, programs, MDF etc
People Management
Drive the team to deliver results
Strategic Partner Team
Business Partner Team
Channel Inside Sales
Business Direct (field & desk) team
Performance Manage (CAP) as required
Influence and Integrity
You have outstanding communication skills and collaborate with Peers and other stakeholders across the business
You are customer centric in your thinking and will challenge yourself, your team and your colleagues to deliver the best customer experience
You own your numbers and understand how to forecast within +/- 5% accuracy
You demonstrate real EQ by listening actively and contributing proactively in order to ensure that internally and externally the EMEA landscape is well understood.
You communicate positively, able to meet partners & customers and talk knowledgeably about Adobe and their business
You are skilled in our products – or are willing to learn!
Desired Skills and Experience
What you need to succeed
Experience, with demonstrated success leading a regional or global direct to business sales, ideally with a combination of reseller and direct channels.
Demonstrable evidence of ability to make things happen in a cross functional matrix environment
Numerate and Articulate – tell the story using data and vice versa
Experience and success in scaling a multichannel/environment.
Demonstrated experience building strong relationships with key internal and external stakeholders, with experience working cross-functionally to drive results.
Experience in direct sales (Field, Desk) and e-commerce preferred
Experience managing call centers preferred.
Experience leading within a culturally diverse environment.
Competencies
Thought Leader: Is seen as an expert across the organization. Promotes new ways of thinking. Highly influential. Is well received and respected by executives, direct teams, cross-functional groups, customers and partners.
Driving Positive Change: Constructively challenges the conventional wisdom or accepted ways of doing things. Uses best-in-class benchmarks and own direct experience as catalysts for driving change.
Tenacity/Persistence: Can effectively and convincingly communicate ideas and objectives, even if contradictory to the prevailing view. Confidence to stick to arguments in the face of strong dissenting opinion.
Cultural Astuteness: Culturally sensitive and savvy. Adapts practices and strategies, and seeks alternative ways to get things done.
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