Solution Consulting & Customer Discovery:
Lead consultative discovery conversations to comprehend customer workflows, business challenges, and success metrics.
Translate customer needs into tailored Adobe solution recommendations across Document Cloud and Creative Cloud offerings.
Design and deliver impactful, customized product demonstrations aligned with customer use cases and industry context.
Position Adobe solutions through value-based storytelling, emphasizing productivity, collaboration, and workflow outcomes.
Deal Strategy & Sales Execution:
Collaborate closely with ICX Sales Advisors to advance opportunities throughout the sales cycle and support deal closure.
Influence deal strategy by:
Positioning solutions effectively
Articulating use cases
Discussing ROI and value
Highlighting competitive differentiation
Support pricing discussions, licensing clarity, procurement conversations, and objection handling.
Drive momentum on opportunities to enhance pipeline conversion and opportunity closure ratios.
Growth Product Acceleration:
Serve as the primary specialist resource for growth products like Acrobat Studio, Acrobat Express, Adobe Sign, and related offerings.
Drive revenue impact through:
Significant deal influence
Expansion of growth products
Strategic upsell and cross-sell opportunities
Support outbound and targeted engagement motions that introduce new Adobe solutions to customers.
Product Expertise & Customer Advisory:
Provide expert guidance and advice to customers on product usage and best practices.
Collaborate with product teams to identify and address customer pain points and improve product offerings.
Stay updated on industry trends and emerging technologies to provide valuable insights and recommendations to customers.
Maintain deep expertise in Adobe’s Document Cloud and related collaboration solutions.
Articulate Adobe’s value proposition, competitive positioning, and solution differentiation during customer engagements.
Engage with customer stakeholders at various levels to guide solution adoption and workflow transformation.
Sales Enablement & Scalable Impact
Empower frontline sales teams by sharing product knowledge, demonstrating best practices, and providing solution positioning guidance.
Contribute to sales playbooks, demo narratives, and reusable customer-facing assets.
Collaborate with Product, Marketing, and Support teams to enhance win rates and customer adoption.
Pipeline Visibility & Forecast Contribution
Maintain visibility into supported opportunities through CRM updates and pipeline tracking.
Provide insights during forecast reviews based on deal progression and customer engagement.
Ensure pipeline health and deal momentum across aligned sales teams.