Transformation Opportunity Specialist

Job Description:

Role Overview:

As a Transformational Opportunity Specialist, you'll be at the forefront of executing on pre-qualified, high-potential opportunities. You'll play a pivotal role in developing the Transformational Opportunity Packet, a foundational document that sets the stage for successful engagement and ensures the timely execution of Adobe's largest deals. This role demands a high-energy, driven individual with a proactive approach and the ability to thrive in an autonomous, fast-paced environment.

Responsibilities:

· Champion Early-Stage Processes: Serve as a trusted advocate for the initial stages of the transformational sales process, aligning closely with the Strategic Pursuit Team.

· Develop Transformational Opportunity Packets: Lead the creation of comprehensive opportunity packets, including:

o A clear understanding of the customer's current Adobe footprint.

o Identification of key use cases for success.

o Development of cross-cloud consumption plans.

o In-depth readiness review

o Establishment of the initial commercial strategy.

· Drive Value-Based Selling: Utilize and promote Adobe's SPP value-selling methodology to ensure consistency and scalability in progressing and closing deals.

· Contribute to Pipeline Growth: Assist in maintaining a robust and active sales pipeline to meet and exceed quarterly and annual quota objectives.

· Collaborate Cross-Functionally: Work seamlessly with ecosystem teams across Adobe, including product specialists, pre-sales, partners, consulting, inside sales, customer success, and field marketing, to effectively manage the early sales cycle.

· Conduct Proactive Gap Analysis: Identify risks and opportunities within each deal cycle and provide executive-level analysis to the Strategic Pursuit Team.

Preferred Qualifications:

· Entrepreneurial Mindset: A builder and 'start-up' mentality, with a passion for innovation.

· Problem-Solving Skills: Curiosity, resilience, and a knack for generating creative solutions to deliver customer value.

· Organizational Excellence: Highly organized with the ability to thrive in a fast-paced environment.

· Strategic Thinking: Demonstrated ability to assess problems and opportunities and recommend effective solutions.

· Communication Mastery: Excellent communication and storytelling abilities.

· Analytical Acumen: Experience using quantitative and qualitative analysis to evaluate customer relationships and make strategic recommendations.

· Collaborative Spirit: Ability to work effectively in a collaborative environment, partnering closely with all stakeholders.

· Proven Success: A track record of exceeding targets and achieving outstanding results.