Strategic Pursuit Sales Specialist

Overview

Collaborate with account and SPP, using insights regarding customer drivers, risk indicators, contracts, and transformation themes to provide early clarity across Adobe and with customers. Ensure pursuit teams start commercial discussions aligned on opportunity framing, risks, and value levers that impact deal strategy.

• Baseline Validation & Utilization Clarity - Validate internal and customer perspectives on spend, usage, entitlements, and product adoption. Facilitate alignment sessions that build a shared commercial baseline, illuminate gaps and opportunities, and establish fiscal and contractual clarity required for an informed, strategic pursuit.
• Discovery Leadership & Customer POV Integration - Guide discovery discussions with customers to identify business goals, verify priorities, and align differing viewpoints between customer and Adobe teams. Convert customer language into practical commercial inputs, making sure demand validation connects directly to business-case reasoning and value narratives.
• Commercial Architecture & Deal Structuring - Build custom commercial structures that balance customer flexibility with Adobe's growth strategy. Develop scenario models, investment paths, pricing logic, and terming frameworks tailored to the customer's transformation roadmap. Ensure all constructs are grounded in customer value, financially sound, and aligned with SPL, Finance, Legal, and procurement.
• Negotiation Strategy & Execution Alignment - Serve as a frontline commercial partner throughout negotiation cycles. Develop negotiation strategy, manage exceptions, and refine commercial constructs in real time based on customer feedback. Align internal collaborators around customer decision criteria and ensure that Adobe shows up with preparedness, consistency, and unified leadership across all negotiation moments.
• Executive Storytelling & Transformation Partnership - Act as Adobe's commercial storyteller. Translate complex commercial structures into simple, persuasive executive narratives tailored to customer C-suite, procurement, and finance. Build companion materials that articulate value, structure, investment logic, and transformation outcomes. Guide multi-step transformation planning and serve as a trusted commercial advisor throughout the pursuit lifecycle.
• Proficiencies & Behavioral Signals -
  • Strategic Clarity - Simplifies complexity, interprets TOP insights with precision, frames decisions around customer outcomes, and provides clear, structured commercial mentorship.
  • Commercial Rigor - Demonstrates depth in financial modeling, pricing logic, scenario analysis, deal architecture, and policy interpretation.
  • Relationship Intelligence - Builds trust quickly with cross-functional teams and customer collaborators. Navigates differing perspectives with composure and empathy.
  • Ecosystem Leadership - Mobilizes and aligns resources across the pursuit ecosystem (SPLs, Specialists, COE, Finance, Legal, Product, and Partners) driving predictable engagement and accountability.
  • Customer-Centric Execution - Centers interactions on value, clarity, and mutual accountability. Communicates with integrity, confidence, and business outcome focus.
  • Operational Field - Runs a structured pursuit rhythm with accuracy, follow-through, and consistency. Brings order and stability to ambiguity.
  • Continuous Learning & Commercial Enablement - Demonstrates proficiency in pricing tools, scenario modeling, financial frameworks, and policies while embracing continuous skill development. Helps elevate peers through shared findings.

You bring commercial acumen, operational steadiness, and clear communication to every phase of the pursuit. You translate insights into action, guide customers through complex decisions, and build confidence through your preparation and presence. You unify cross-functional resources, anticipate downstream risks, and develop commercial strategies that are credible, strategic, and executable. You represent the One SPP operating model - making sure Adobe appears as a unified, structured, transformation-oriented collaborator in every interaction.

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.