Director, Sales Strategy

Adobe’s Digital Media Sales Strategy & Execution team seeks to achieve revenue growth and drive operational excellence and efficiency for our B2B sales. The team’s key objectives include driving the planning behind our biggest strategic programs. Additionally, the focus will be on increasing our sales velocity through implementing sales efficiency across our Global Field teams. We are looking for a sales strategy leader to lead our Midmarket and Channel Strategy efforts for the Digital Media Field Sales & Support organization. It requires a mix of market analysis, sales optimization, and operationalizing strategy and execution.

A successful candidate for this role has deep experience leading sales teams or global strategy and translating product strategy into scalable sales plans in the Mid-Market space. This includes evaluating worldwide market opportunities, building sales execution plans for product growth and sales and channel integration for new customer acquisition. Results include collaborating with marketing, sales leadership and sales ops to build detailed segment plans. Additional outcomes include owning critical initiatives through to execution, and packaging & delivering sound recommendations to Field and Global Sales Strategy Leadership.

The role requires interaction with various areas of the organization, including marketing and sales leadership. This person will excel at extracting insights from data and converting ideas to action.

What You'll Do

• Responsible for Mid-market Segment Strategy including clear outline of TAM and Market Potential Globally and by Region.
• Identify, parse and share regional insights on internal and customer feedback, as well as specific barriers to sales with cross-functional teams to improve existing or support defining new sales and support approaches.
• Develop and implement a bold Mid-market sales plan including sales and consumption targets.
• Lead Mid-market Segment metrics and goals, and deliver regular reports on progress to leaders and sponsors. Mid-market Segmentation and Global Sales/Customer Coverage Recommendations – this would be comprehensive across Core and Growth businesses. Working with the PMM teams (and Enterprise) on Mid-Market Segment Specific Customer Journey/Sales Play development across both Core and Growth customer motions. Land the Mid-Market Sales Segment ROB/Operating Model execution with Sales Leaders and Sales Operations Teams.
• Coordinate with cross-functional partners and teams to influence the roadmap for enhanced tooling and mechanisms to support the business. Working on Mid-Market cross-functional initiatives across our Finance, PMM/Marketing, Field Ops, Systems & Tools/Data teams.
• Create and implement a clear strategy and vision for DMe Field Channel Sales team and broader organization by building a precise, well-defined strategy and execution plan aligned to revenue growth targets
• Work closely with internal and external partners to develop, establish, and direct channel and partner strategies, programs, and standard processes Develop and implement programs and initiatives to grow DMe’s Field partner network and impact.

What you'll need to succeed

• Demonstrated ability in Sales Leadership, Sales Strategy and Sales Operations, consulting/software preferred
• Ability to build a vision, strategy & plan that can scale quickly in a large B2B business
• Track record designing business process, capacity modeling & territory planning.
• Proactive & self starter with experience driving critical initiatives
• Experience building cross-functional partnerships at senior level

At Adobe, you will be immersed in an exceptional work environment that is recognized around the world. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you’re looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.

Adobe is an equal opportunity employer. We hire hard working individuals, regardless of gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, or veteran status. We know that when our employees feel appreciated and included, they can be more creative, innovative and successful. This is what it means to be Adobe For All.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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 $138,600 -- $291,900 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.