Adobe Channel Sales Manager

Deloitte is currently seeking candidates for our Channel Sales Manager (CSM) role, focusing on digital transformations enabled by Adobe solutions. The CSM's primary objective is to identify early-stage opportunities by working directly with the Adobe sales teams. The CSM will bring a clear, compelling perspective on the value Deloitte offers as a go-to-market partner with Adobe-and, how Deloitte and Adobe can position and sell our combined solutions to target accounts. CSMs will need to have strong networking skills, great sales instincts, Adobe sales experience, outstanding communication skills, and the ability to work in a fast-paced environment across a matrixed organization.

The team

CSMs are members of Deloitte's Adobe Sales Team. CSMs, working closely with Deloitte Sales Executives (SEs), Principals, and Managing Directors, focus on developing trusted relationships with Adobe Sales teams, Partner Alliance teams and Go-To-Market teams. The CSM will work most closely with the existing Deloitte Sales Executives as the highly visible go-to Deloitte contacts across all relevant industry sectors and partner alliance teams. Additionally, CSMs will engage directly with the broader Deloitte Adobe offering and sales teams for knowledge sharing and evangelizing Deloitte's Adobe capabilities.

Work you'll do:

CSMs will take a lead role in securing and maturing many key relationships with Adobe Account Executives (AEs) and sales management across the Adobe sales teams. The CSM will develop engagement and coverage strategies, co-facilitate meetings, secure and prepare for quarterly business reviews, grow pipeline by identifying and shaping new leads, manage pipeline in Deloitte's instance of Salesforce CRM, drive attendance to marketing events and help shape new offerings.

Key activities include:

• Create excitement around Deloitte's Adobe capabilities with the Adobe sales organization
• Develop authentic and trusted relationships with Adobe team members
• Sales Operations - keeping CRM up to date, support monthly reporting activities, maintain running list of activities
• Leverage Adobe relationships to identify new sales leads, with a focus on creating leads at new logo accounts
• Partner with the Deloitte Digital Sales Executive to qualify and shape leads into new sales opportunities
• Assist with business development activities by teeing up account planning sessions with the appropriate Deloitte team members and Adobe sales team
• Learn Deloitte's Adobe differentiators and create client-specific marketing and selling materials
• Track market trends and propose ideas for new differentiators to address new market opportunities

• CSM brings a strong understanding of the core aspects of digital experience and how Adobe helps companies create, deliver and optimize content and applications
• CSM should continue to build knowledge of forward-thinking processes and capabilities around digital experience transformations

• Take a lead role in the opportunity management process, including actively leveraging the Deloitte CRM (Salesforce) solution for efficient collaboration and communication
• Work with the Deloitte Adobe sales and alliance teams on partner planning meeting preparation, including agenda development, research, materials creation, logistics, as well as notes capture and report outs
• Collaborate with sales and marketing teams to:

• Support the broader team by collecting and curating relevant selling materials (thought leadership, success stories, proposals, etc.)
• Travel of 25% for key events

• 5+ years of relevant experience
• Strong business development experience space focused on Adobe sales and marketing transformation initiatives
• Exceptional relationship building/relationship management skills to establish rapport, trust, and confidence with vendor teams
• Team player
• Project Management experience (process-oriented) and ability to work in a fast-paced environment and manage multiple parallel sales pursuits and sales plays
• Demonstrated success in driving top-of-the-funnel activity, including a consistent track record of building pipeline/exceeding a sales quota
• Experience in technology sales or consulting
• Experience and deep understanding of solution selling fundamentals, including-lead identification, qualification, stakeholder mapping, competitive analysis, budget confirmation, and compelling events
• Experience and understanding of forecasting, including-phase assignment, probability, close dates, risk analysis
• Demonstrated success performing in a large matrixed organization
• Excellent written and oral communications skills and interpersonal skills
• Proficient in Microsoft Office suite - strong PowerPoint and Excel skills critical
• Proficient in positioning Adobe solutions and value proposition
• Strong problem solving and analytical skills
• Demonstrated ability to take initiative and interact with all levels of management
• Ability to act autonomously, self-starter
• Quick learner with high energy, persistence, and creative problem-solving skills
• Detail oriented, ability to adapt to changing environment
• Enthusiastic and willingness to be engaged

• Techno-functional understanding of the Adobe portfolio and supporting ecosystem
• Experience in technology or consulting sales having worked with/at Adobe, Digital Agencies, Consultancies or Technology Providers