Solutions Consultant
Adobe INC · 🌍 Remote India · Remote
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About the role
Solution Consulting & Customer Discovery: • Lead consultative discovery conversations to comprehend customer workflows, business challenges, and success metrics. • Translate customer needs into tailored Adobe solution recommendations across Document Cloud and Creative Cloud offerings. • Design and deliver impactful, customized product demonstrations aligned with customer use cases and industry context. • Position Adobe solutions through value-based storytelling, emphasizing productivity, collaboration, and workflow outcomes. Deal Strategy & Sales Execution: • Collaborate closely with ICX Sales Advisors to advance opportunities throughout the sales cycle and support deal closure. • Influence deal strategy by: • Positioning solutions effectively • Articulating use cases • Discussing ROI and value • Highlighting competitive differentiation • Support pricing discussions, licensing clarity, procurement conversations, and objection handling. • Drive momentum on opportunities to enhance pipeline conversion and opportunity closure ratios. Growth Product Acceleration: • Serve as the primary specialist resource for growth products like Acrobat Studio, Acrobat Express, Adobe Sign, and related offerings. • Drive revenue impact through: • Significant deal influence • Expansion of growth products • Strategic upsell and cross-sell opportunities • Support outbound and targeted engagement motions that introduce new Adobe solutions to customers. Product Expertise & Customer Advisory: • Provide expert guidance and advice to customers on product usage and best practices. • Collaborate with product teams to identify and address customer pain points and improve product offerings. • Stay updated on industry trends and emerging technologies to provide valuable insights and recommendations to customers. • Maintain deep expertise in Adobe’s Document Cloud and related collaboration solutions. • Articulate Adobe’s value proposition, competitive positioning, and solution differentiation during customer engagements. • Engage with customer stakeholders at various levels to guide solution adoption and workflow transformation. Sales Enablement & Scalable Impact • Empower frontline sales teams by sharing product knowledge, demonstrating best practices, and providing solution positioning guidance. • Contribute to sales playbooks, demo narratives, and reusable customer-facing assets. • Collaborate with Product, Marketing, and Support teams to enhance win rates and customer adoption. Pipeline Visibility & Forecast Contribution • Maintain visibility into supported opportunities through CRM updates and pipeline tracking. • Provide insights during forecast reviews based on deal progression and customer engagement. • Ensure pipeline health and deal momentum across aligned sales teams. What You’ll Need to Succeed • Solution Consulting & Sales Expertise • Experience in solution consulting, presales, product sales, or consultative selling roles. • Strong ability to conduct discovery conversations and align product capabilities with customer business needs. • Experience influencing complex sales opportunities through value articulation and solution positioning. • Product Demonstration & Storytelling • Proven ability to deliver engaging product demonstrations and tailored customer presentations. • Ability to translate technical features into clear business outcomes and productivity benefits. • Commercial Acumen • Experience participating in sales cycles, including deal strategy, objection handling, and procurement discussions. • Understanding of licensing models, pricing conversations, and competitive positioning. • Communication & Influence • Strong interpersonal, presentation, and storytelling