- Define the services portfolio framework and govern the Services Portfolio development and ongoing management. This will require extensive collaboration with leadership as well as extensive collaboration with marketing, solution architecture and delivery.
- Develop and manage a portfolio of business development offerings and drive delivery of offerings to target customers. Define targets for Business Development and team and drive meansurement in partnership with Sales Operations.
- Drive Sales enablement and excellence across the entire sales team (Sellers, Client Partners and Solution Architects). Including:defining productivity metrics and KPIs for sales forceestablishing highly repeatable and scalable sales processesdriving field sales and ecosystem annual account planning processes
- Establish sales asset needs, support sales asset development and set guidelines for sales asset utilization and deployment.
- Conduct market analysis as well as account performance reviews to determine where Professional Services should be sold (which geographical or industry markets) or which accounts should be client partner led accounts
- Responsible for building and delivering C-Level executive presentations, including RTBs, QBRs as it relates to the services portfolio, business development offerings and sales excellence and enablement initiatives
- Proven experience managing a best-in-class, complex Field GTM Strategy function at a top management consulting firm, SaaS organization, or financial services institution supporting aggressive revenue growth. Capable of managing a centralized go-to-market operational team responsible for supporting $2B+ of revenues.
- Strong C-Level executive presence and communication skills, with ability to engage and inspire senior executives including communicating your vision.
- Outstanding problem solving and analytical skills including talent for conducting research, analyzing data, developing hypotheses, and synthesizing recommendations.
- Candidates must have a proven track record of success in providing strategic guidance and operational oversight in Field GTM Strategy within a complex technology sales environment.
- Proven ability to successfully bring new products to market and drive change management initiatives across a large global Field organization.
- Proven ability to develop tactical initiatives that improve sales productivity and performance. Background of introducing innovative performance metrics, improvement programs, and sales compensation enhancements.
- Ability to utilize combined industry benchmarking information with a strong analytical capability to identify market trends and test alternative approaches to strategy that yield superior performance.
- Experience researching, developing and deploying sales tools, technologies and automation solutions/strategies in the field.
- High degree of intellectual curiosity and ability to absorb new concepts quickly.
- Highly entrepreneurial and able to operate independently with minimum supervision.
- Heavily results-oriented; strong track record in meeting and exceeding revenue targets.
- Experience in subscription revenue environment. Our compensation reflects the cost of labor across several geographic markets, and we pay differently based on those defined markets. The pay range for this position is $248,200 -- $431,300 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.
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Sr. Director of GTM Strategy and Execution - California, United States - Adobe
Description
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
The Sr. Director, GTM Strategy and Execution will be responsible for the Americas Professional Services business, covering Adobe's Digital Experience solutions, and will define the services portfolio framework and govern the Services Portfolio development and ongoing management, development and delivery of Business Development offerings and sales enablement and excellence. The role will partner with Delivery leadership, Sales Leadership, Solution Architecture and Marketing. The Sr. Director, GTM Strategy and Execution will work for partner with the Vice President of Americas Professional Services Sales and Go To Market.
What you'll do
What you need to succeed
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.
