Adobe Solution Consultant

Section 1:  Identifying Information

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.