Director, Customer Value
Adobe
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!
Changing the world through digital experiences is what Adobe is 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
We are seeking a Director of Customer Value to act as the primary liaison for Customer leadership and partner with C-level executives within our largest, most strategic customers to guide them through their digital transformation with Adobe. This role, spanning from Sales to Post-Sales will ensure we help our customers achieve their digital transformation goals. This role will serve as the top-level authority driving alignment and coordination across various work streams, encompassing our product teams for the delivery of advanced use cases. Additionally, they will spearhead collaboration and alignment initiatives with our internal account teams. The Director, Customer value role assumes responsibility for positioning the Customer for success, prioritizing the realization of business value from the Adobe stack.
What you will do:
- Establish C-level relationships during the sales cycle to understand customer key business objectives and metrics, and instill confidence in our ability to deliver on the expected business outcomes
- Act as the focal point of contact and liaison post-sale between customer Executives and Adobe teams including Product teams, Legal, Engineering, Professional Services, Technical Support, Technical Account Management, and Customer Success.
- Ensure a seamless transition of the customer requirements and business objectives from pre-sales motion to post-sales execution.
- Develop and deliver compelling, CxO-ready business presentations (return on investment & Total Cost of Ownership) aimed at driving value realization discussions.
- Map out customers' "as is" and "to be" business processes with the goal of identifying and prioritizing key use cases and business value drivers
- Assisting customers in navigating internal organizational changes and implementing effective organizational change strategies.
- Build Customer advocacy for future marketing opportunities such as case studies and events.
- The ability to effectively influence key customer team members and internal Adobe team members, leading complex discussions that can occur at any point in the customer lifecycle.
- Strong executive presence and presentation skills, comfortable collaborating with and presenting to C-suite executives (CIO, CMO, CFO, board-level)
- Self-starter comfortable initiating and leading programs within a fast-paced environment
- Strategic problem solver who demonstrates an ability to create the future through effective customer engagement and achieves business results
- You thrive in working collaboratively and cross-functionally, particularly with Sales, Customer Engineering & Customer Success, and other key partners
- Extensive relevant experience in digital transformation, value consulting, value engineering and/or a background in complex technology delivery/transformation programs.
- A passion for technology and digital marketing strategy
- An ability to understand and communicate the path to business value through technology transformation.
- Working knowledge of how Marketing, Engineering, and Product teams function, particularly in the areas of Data Engineering, Personalization, and Customer Insights
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.
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