Head of Sales, Professional Services

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 challenge

The Head of Americas Professional Services Sales is the Professional Services Go to Market Leader for Adobe in region and is a critical customer facing leader, establishing deep credibility through expertise and engagement with senior leaders within customer organizations (CMO/CIO/CTO). This executive will lead an organization of 100+ Services Sales professionals to work with customers to meet their Digital Experience Services requirements. Partnering with the License Sales team and Consulting Delivery Team, the Services Sales team pursues the “services-win” and designs the services requirements to meet customer’s business and technical requirements. Targeting $350M+ of new ACV (consulting and training Annual Contract Value) sales.

This executive will lead the evolution of the sales services organization to one with higher strategic relationships and impact with customers. Consistent with this evolution, the leader will bring an increased focus on services scoping to support customer’s Enterprise Architecture and scale requirements. The leader will also bring an increased focus and acumen for business consulting sales, supporting customers to maximize business impact post technology implementation.

The Head of Americas Services Sales is a critical and visible leadership role within Adobe. This leader must partner effectively with License Sales, Adobe Consulting, Customers, and Partners to achieve great results for customers. Strong collaboration and problem solving skills are a must. The effective leader will have both the Services Sales acumen to exceed targets as well as the People Leadership capabilities to lead and evolve a critical organization to the next phase of success.

What you’ll do

• Lead the Go to Market for Adobe Americas for Professional Services Sales. Build pipeline and close services deals, engage strategically with customers and partners . Establish deep credibility with CIO/CTOs through expertise and engagement. Exceed $300M target annually.
• Build, coach and develop a world class team, capable of exceeding targets and creating strategic partnerships with customers. Establish rigorous sales discipline across all aspects of sales engagement, pipeline development/management and forecasting.
• Partner with Adobe Consulting Delivery, Solution Consulting and Solution Architecture Organizations to establish strong process for the required services scoping for Adobe technology solutions to meet customer business/ technical requirements for necessary scale and integrations
• Lead Adobe Services Sales organization to a higher level of strategic engagement and sales maturity; including collaborating and partnering with adjacent organizations to create a world class GTM (e.g. License Sales Consulting Delivery, Partner leadership, Product Marketing, Inside Sales, Training, etc.)
• Develop Methodology for effective and compelling customer proposals and SOWS – establish Adobe as leader in the competitive space
• Develop strong focus on post-implementation sales of business consulting and training services; effective mining of the install base for new sales opportunities to drive customer business impact.

What you need to succeed

• Demonstrated experience leading and scaling services sales in SaaS, Digital, or Cloud environments.
• Demonstrated track record of applying creative thinking and analysis to solve business needs in ambiguous environments. Must have experience implementing operational rigor and programs across organizations

What leading at Adobe means

At Adobe, we’re passionate about developing leaders at all levels of the organization from individual contributors to people managers. Anyone who’s considering a career with us should know that we evaluate leadership based on these five capabilities:

• Demonstrating Strong EQ (Be Aware) – Having a keen sense of self awareness is the foundation of leadership at Adobe. As a leader, we look to you to inspire teams to greatness with empathy and mindfulness of your impact on others from summer interns to the Board of Directors. And whether you’re in headquarters, New York, London, Tokyo or Bangalore, you’re attuned to emotional, situational and cultural surroundings and adapt your approach accordingly.
• Selecting Talent (Be a Recruiter) – You’re a talent magnet! You’re masterful at attracting and selecting a diverse pool of top talent. You realize that organizations get the best results when there is diversity of ideas and experiences and you actively foster inclusion. You’re also invested in building a strong internal and external pipeline of talent for current and future business needs. Your bar for top talent is unwavering.
• Role Modeling Check-In (Be a Coach) – We don’t believe in annual reviews and rankings. That’s why, feedback flows constantly at Adobe. We believe that careers grow when feedback is iterative, not quarterly or annual. You’re an inspirational and effective coach; a leader who sets challenging yet attainable performance expectations and holds the team accountable for doing the same.
• Leading Change (Be an Agent of Change) – Change leadership is what you do! In fact, you excel at it. You’re great at building support for change and getting teams aligned around a vision. Your actions inspire those around you to see the opportunities, take risks and accelerate into motion.
• Scaling the Business (Be an Owner) – You’re a visionary. You know what it takes from a people, product, process and systems perspective to grow the business. Your mission is to deliver an exceptional customer experience by championing global collaboration and driving accountability.

Adobe’s Worldwide Field Operations

Adobe’s Worldwide Field Operations provides customers with the products, services, solutions, and support they need to make, manage, measure and/or monetize their digital assets. Worldwide Field Operations includes Worldwide Sales, Reseller Partnerships, Partner Sales, Adobe Global Services, Sales Operations and the Adobe Worldwide eCommerce organizations.

Take a peek into Adobe life in this video .

When you join Adobe, you can look forward to collaborating with the most genuine people in the industry, working on projects with real purpose, and having immense pride in the products we create and the customers we support. 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.

Adobe is an equal opportunity employer. We hire talented individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, veteran status, cultural background or religious beliefs. 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. Learn more about our vision here .

Come create experiences that matter at a company that is recognized around the world and hear what our employees are saying about their career experiences on the Adobe Life blog .

At Adobe, you will be immersed in an exceptional work environment that is recognized throughout the world on Best Companies lists . 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 welcome and encourage diversity in the workplace regardless of race, gender, religion, age , sexual orientation, gender identity, disability or veteran status.