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Adobe Solution Consultant

Auckland, New Zealand
Job ID: 61432





Job Description



Section 1:  Identifying Information


Position Title: 

Adobe Solution Consultant

Job code:




Date Prepared:

May 2023

Reports to:

General Manager - Cloud

Prepared by:

Barbara Kidd


Ingram Micro Cloud

Business line:

Ingram Micro Cloud

Positions reporting to this position


Target team size:



New Zealand, Auckland




Section 2:  Position Summary


Solution Consultants are a critical part of the Adobe sales organisation and assist in driving sales with technical expertise, storytelling, account management skills, sales ability, problem solving and outstanding customer focus.


As the primary technical resource for sales and marketing in the field, this role is responsible for working with Adobe partners and end customers to understand their business and help to map them to Adobe solutions. You will help them to understand how Adobe’s solutions will work in the real world, using presentations and demonstrations that clearly articulate the context of these solutions in the customer’s daily workflow processes. You will build technical relationships with prospects, customers, and partners to help support the wider Ingram Micro team to continue to achieve (and ideally exceed) both revenue and renewal targets.


Section 3:  Responsibilities, Supporting Actions & End-Results


Major Responsibility: Partner Engagement


Supporting Actions:

      Articulate Adobe’s vision, key business messages and the business value of Adobe solutions to new and existing partners

      Provide technical, functional, and domain expertise to our sales and customer success team as well as Adobe partners

      Build strong relationships with existing partners to become their trusted advisor for Adobe product and process

      Help to drive the adoption of Adobe Solutions within strategic accounts, skilling up partners for an improved go to market strategy so they can identify and deliver new customer opportunities in market

      Partner with sales to deliver revenue plan by delivering trusted, long-term, high ROI solutions to partners

      Support and contribute to partner responses to Adobe RFI’s and/or RFP’s

      Adapting as necessary to accommodate changes in industry and company direction

      Support sales and marketing requirements for presentations and demonstrations at Ingram Micro and/or industry events

      Provide demos and training for Adobe partners on the Ingram Micro Cloud Marketplace, driving adoption where possible


End Results:

      A deeper level of understanding and engagement for Adobe solutions within the partner base

      Increased partner capability and growth for Adobe through Ingram Micro

      Trusted advisor status as a result of partner training and engagement

      Achievement of both Adobe and Ingram Micro sales targets

      Continued exclusive distribution rights for Adobe in NZ


Percentage:  35%



Major Responsibility: End Customer Training


Supporting Actions:

      Articulate Adobe’s company vision, key business messages and business value of Adobe solutions to new and existing end customers

      Working closely in providing technical, functional, and domain expertise to end customers

      Crafting and delivering innovative technical product demonstrations, presentations, and technology proofs that resolve customers business challenges

      Helping to drive the adoption of Adobe Solutions within strategic end customer accounts, moving current installations from departmental to enterprise-wide deployments

      Using a consultative approach to identifying and solving business problems

      Partner with sales to deliver revenue plan by delivering trusted, long-term, high ROI solutions to customers

      Establish and grow relationships with technical and business resources at all levels of a customer organisation

      Quickly learn new technologies and translate the features of a variety of products into business benefits and value

      Solid grasp of core technologies used within Adobe portfolio including systems and integrations / APIs, etc

      Work with sales and leverage other Ingram Micro specialists and other resources as needed to maximise the chance of success for each new opportunity found


End Results:

      A healthy pipeline of new and growth sales opportunities for Adobe Cloud

      YOY growth for “net new” Adobe revenue in New Zealand


Percentage:  35%



Major Responsibility: Build and Maintain Relevant Product Knowledge


Supporting Actions:

      Build Adobe and Cloud Marketplace knowledge through ongoing training and development

      Build expertise through participation in vendor-aligned training sessions

      Proactive planning with Adobe and the IM Cloud team to leverage existing GTM strategies, training, support teams, sales tools, etc


End Results:

      Achieve Adobe certifications as required, and achieve any additional expertise as / when identified

      Able to effectively communicate the solution to all levels of customers (MSP, Reseller, CxO, User, etc)

      Product and licensing knowledge is up to date and accurate


Percentage:   20% 



Major Responsibility: Sales Support


Supporting Actions:

      Internal training of the internal team to identify cross-sell opportunities for Adobe Cloud

      Assistance with partner queries and marketing activities as needed

      Proactive sharing of Vendor knowledge and/or market intelligence to the wider IM team


End Results:

      Improved knowledge on the Adobe portfolio and benefits across the Ingram Micro Cloud team

      Team awareness of market intelligence re vendor and partner focus and prioritisation


Percentage:    10%




Major Responsibility: Health & Safety


Supporting Actions:

      Show commitment to Health & Safety in accordance with IMNZ’s Health & Safety policy,  systems and procedures

      Take all practicable steps to ensure own safety,  and no cause of harm to others by action or inaction


End Results:

      Observable safe work practices in the workplace


Percentage:    All the time



Section 4:  Decision Making Authority Level


Decisions free to make:

      Training requirements to upskill for the role (for free options such as online training, etc.)

      Working closely with Ingram Micro sales contacts to build on existing and/or grow new sales opportunities

      The best techniques and training methods in order to upskill partners and end customers


Explain the decisions that depend on position’s advice:

      Must work closely with the Adobe and IM Cloud teams to develop best strategies for partner growth


Section 5:  Scope/Dimensions


      Achievement of Ingram Micro Revenue, Margin and Rebate targets

      Trusted advisor and expert for all Adobe NZ partners

      Completed certifications as required


Section 6:  Job Qualifications and Educational Requirement


      Technical pre-sales/consulting experience with a record of success in driving sophisticated SaaS solutions into customer accounts

      Proven demonstrable experience presenting in person and virtually (Value based/Solution Selling preferred)

      Good interpersonal skills and desire to work in a dynamic and fast-paced environment

      Develops strong credible relationships with customers

      Has ability to work effectively with a complex business and organisational environment

      Effective and persuasive communicator in both written and oral presentations

      Able to position oneself as the subject matter expert with high credibility

      Has a keen sense of customer needs and can anticipate requirements

      Familiarity with SaaS solutions, concepts and business models

      Solid technical background with knowledge of Adobe DC, Acrobat, Adobe Sign or other Electronic/Digital Signature experience (such as DocuSign, OneSpan etc) is desired

      Experience with enterprise workflow/business process management and/or familiarity with enterprise-class software like CRM, ERP, CLM, ECM is a plus

      Exceptional organisational, presentation, and communication (written and verbal) skills

      Must have the ability to work autonomously, be self-motivated and a solid team player

      Familiarity with system integration methods such as API integrations is desirable

      Excellent time management skills, including an ability to identify priorities and plan effectively

      Willingness and ability to travel as necessary



Section 7:  IM Competencies


      Change Agent

      Collaboration and Influence

      Results Oriented

      Judgement and Decision-Making

      Customer Mindset on top of mind

      Team Leadership

      Strategic and Global Mindset


Section 8:  Other Information


This is a unique role that requires working closely with the internal team, partners, and end customers. Most of the role requires proactive engagement and technical expertise, including the ability to communicate well, understand business requirements, promote your portfolio deeply and passionately, as well as balance the workload across a number of different roles and responsibilities.



Ingram Micro Cloud


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