Lead Principal Role Adobe Solutions Consulting

Created with one frame of mind

"A lead principal is the most senior technical leader in your team who can help nurture strategic relationship with your customer through selective strategic engagements, whereby c-level vision match opens up true partnership between the customer & Adobe"

A new height of leadership

Industry event guest speaker engagement
Adobe field marketing event keynote
Partner events adobe technical lead
Customer executive briefing presentation
Adobe Summit executive track technical lead
Multi-solution architecture deep dive

Great leaders are almost always great simplifiers, who can cut through argument, debate and doubt to offer a solution everybody can understand. – Colin Powell

Why become a lead principal?

You love your pre-sales work. You've excelled to achieved the principal solutions consulting role. And, now you are ready for a new challenge. What makes Adobe a great place to work? There are plenty of opportunities to continue grow your career here.

  • Want to increase frequency to be involved in highly complex opportunities and expand your knowledge?
  • Want to develop as a thought leader in industry's digital transformation and personalization space?
  • Want to become the next expert in cloud platform and immerse yourself in leading edge solutions?

Your next journey starts with becoming the Adobe Lead Principal.

As a lead principal, you are responsible for growing strategic relationship into key accounts via key engagements. Your primary role is to expand the footprint of opportunities across your organization. That means, you become a major contributor in driving multi-solutions deals, increase opportunity size, and reduce sales cycles in complex deal situations.

You would also bring scale to the business by teaming up with account's primary solution consultant for the assigned strategic opportunity. By complementing the primary solution consultant's skills, you would become a significant contributor in progressing a highly complex pre-sales process to a technical win.

You would work closely with the solutions consultant to validate the feasibility of the recommended configuration, quantify the value of the solution and grow the strategic relationship via key engagements.

BUSINES OBJECTIVES

  • Grow strategic relationship into key accounts via key engagements
  • Expand the footprint of opportunities
  • Produce more multi-solutions deals
  • Close larger transformational deals
  • Reduce sales cycle in complex deal situations
  • Complement NAM SC skills to bring depth to the skills of the team. This could be recording sessions or training sessions for the NAM SC team on a regular cadence.
  • Scale the resources more efficiently to identify multi-solution deals
  • Validate feasibility of recommended solution
  • Engage in quantifiable value discussions

LEAD PRINCIPAL KPI = HYPER-PERFORMANCE

Number of multi-solution deals | Close rate vs. attached rate | Revenue forecast accuracy | Price increase post engagement | Price protection (% of discount) post engagement | Number of strategic C-level executive meetings | Deep dive vs. days to tech win

Engagement Criteria

  • Multi-Solution opportunities where the Marketing Cloud Platform is the key differentiator
  • Personalization opportunities where the integrated platform is the unique advantage
  • Vision setting c-level executive meeting
  • Customer journey partnering with industry team
  • Solution roadmap coordination with MSA, AGS, or Partners
  • Multi-solution architecture deep dive session
  • Compliment NAM SC

ARE YOU READY FOR THE NEW CHALLENGE?

A catalyst for transformational opportunities while minimizing risks in complex sales cycles

The Qualifications

YOU MUST BE AT PRINCIPAL SOLUTION CONSULTANT LEVEL

YOU MUST BE CERTIFIED UNDER MSA ACADEMY

YOU MUST HAVE 6+ YEARS OF INDUSTRY EXPERIENCE

YOU MUST POSSESS DEEP EXPERTISE IN 3+ MARKETING CLOUD SOLUTIONS

YOU HAVE CLOSED NOTABLE DEALS AND SUCCESSFUL TRACK RECORD IN LEADING LARGE TRANSFORMATIONAL DEALS AT ADOBE

YOU HAVE DEVELOPED STRONG RELATIONSHIP WITH CROSS PRODUCT MARKETING AND ENGINEERING

YOU ARE AN EXPERT IN SOLUTION DISCOVERY

YOU ARE AN EXPERT IN DEMO2WIN PRESENTATION

YOU ARE A MASTER STORYTELLER

AND MOST IMPORTANTLY, YOU ARE A TEAM PLAYER

Check out what Ben & Neal are up to...
Interested in becoming the next lead principal? Consult your manager in your next check in.

Questions? Please contact Jeff Guns: jguns@adobe.com / Jason Barnett: jabarnet@adobe.com

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