In this pivotal role, as part of the Worldwide Strategy and Operations Team you will serve as a key business partner to the global sales leadership team. You will collaborate across the organization with sales to develop, implement and manage innovative go-to-market strategies, plans and programs that delight customers and drive retention and growth across Adobe’s global channel programs. You will lead a team of analysts and program managers whose focus areas include planning, performance measurement, program management and sales team operational support with priority of keeping our retention book of business healthy and growing. Reporting into the Director of Worldwide Sales Operations, you will work closely with your colleagues and counterparts in Americas, EMEA, APAC and Japan. You will also collaborate with your counterparts in GTM, Marketing, Finance and regional sales operations teams.
Responsibilities
- Drive annual strategic planning efforts with sales, sales ops, finance, marketing and BU focusing on retention and growth
- Develop annual and quarterly operating plans and drive ongoing milestones and deliverables
- Develop and evolve the sales team productivity model, coverage model and compensation plans
- Develop and evolve product, pricing and promotional requirements
- Measure and monitor operating plan KPIs and success metrics
- Drive and deliver key analytics projects to evaluate the ongoing health of the business
- Obsess over all aspects of the customer lifecycle journey with a focus on improving retention, driving growth and evolving Adobe’s channel programs to support a more modern marketplace.
- Drive API integration with our most strategic partners to streamline and automate our renewal/retention business.
Program Management
- Collaborate with the global team to evolve the partner strategy and programs focusing on retention and growth
- Develop regional launch plans and communications
- Manage regional program operations, including quarterly target-setting, performance tracking and rebate payments
- Manage regional partner ecosystem processes including onboarding, renewal, releveling and compliance
- Provide ad-hoc reporting, analytics and operational support to regional sales teams, including partner teams, phones teams and call centers
- Collaborate with the extended team to shape, influence and integrate global strategic initiatives
Requirements
- Bachelor’s or master’s degree, with an emphasis on finance or analytics
- 5+ sales strategy and/or operation experience
- 2+ years of management experience
- Technology experience preferred
- Reseller channel experience is required; having experience in EMEA is a huge added plus.
- Excellent data analyst; comfortable leveraging Excel, PowerBI, Tableau and other BI tools to analyze large and complex data sets
- Strong verbal and written communication skills; ability to present complex ideas to diverse audience
- Great sense of humor
Professional Attributes
- Action and Results-Oriented; driving decisions and deliverables with a sense of urgency and accountability
- Influential; forging relationships and communicating effectively and persuasively, both internally and with partners
- Innovative; thinking creatively to solve problems and address business needs
- Organized; ability to manage and prioritize high volume/ fast-paced workload
- Tenacious; displaying resilience in the face of challenges
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.
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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.
