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April

Apac Partner & Alliances Manager – Adobe Sign

Adobe - Sydney, NSW

Sales
Source: uWorkin

Source: uWorkin

JOB DESCRIPTION

Our Company

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.

We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

Changing the world through digital experiences is what Adobe’s all about. We give everyone—from small businesses to global brands—everything they need to create, collaborate, execute and deliver exceptional digital experiences! We’re passionate about empowering people to accelerate document productivity and transform how companies interact with customers and their employees across every screen.

We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

Adobe Document Cloud is a complete portfolio of secure digital document solutions that speeds business transactions through 100% digital workflows. Adobe Sign is the eSignature solution that integrates into your existing document processes, productivity apps, and systems that can turn manual document processes into efficient digital ones, anywhere, any time, and inside your favourite Microsoft and enterprise apps - all from the market leader in secure document communications and founder of the PDF standard.

The Opportunity

Reporting to APAC Head of Adobe Document Cloud, the APAC Partner & Alliances Manager (PAM) will be responsible for partner sourced sales for Adobe Sign through new and existing partnerships (e.g. Microsoft) and scaling the business in region. The PAM’s responsibility will be to also operationalise global alliances and partnerships in region, develop and drive the execution of revenue-driving programs and initiatives through the partner ecosystem.

They will seamlessly build, lead and execute thru-partner sales strategies in a cross-functional environment. in a matrixed environment to ensure alignment on overall go-to-market goals and business objectives, by market. This leader will have a proven track record of exceeding partner sales targets, partner satisfaction and leverage key partner relationships to identify and unlock new market opportunities.

What You’ll Do

  • Serve as the single point of contact for all APAC Adobe Sign Partner Engagements in region.
  • Develop and align with the respective in-country Adobe and partner leadership teams, on partner go-to-market strategies and business objectives
  • Manage a sustainable and predictable partner-sourced revenue strategy that consistently delivers ahead of plan
  • Identify, grow and accelerate partner sourced revenue opportunities (white space and greenfield) by market across the region
  • Optimise day-to-day activities and drive partner engagement that optimise revenue conversion including pipeline generation and sales funnel management.
  • Establish best practices that drives operational excellence
  • Evangelise Adobe Document Cloud & Adobe Sign with partners, and co-sell as needed with prospects and customers
  • Build team brand and personal brand by achieving top internal, partner and external customer service.
  • Learn, have fun, and get things done!

What You Need To Succeed
  • 8+ years Partner & Alliances Sales experience in software and/or SaaS solutions
  • Exceed partner sales targets by mobilising partner ecosystem in focus markets.
  • Excellent ability to influence, drive accountability and ownership at all levels with partners, to drive execution of thru-partner sales plays.
  • Innate sense of what is important and what is not in the context of prospecting/sales cycle (ability to prioritise). Ability to build, run and manage accurate partner sourced pipeline and forecasts.
  • Strong team orientation, and ability to build cross-functional relationships.
  • Proven ability in managing through others within a matrixed organization.
  • Exceptional sales instincts with the ability to tune an indirect sales engine for predictability, linearity and high performance.
  • Superior influencing, negotiation and commercial skills
  • Adept at using data to drive decision making and inspire change.
  • Ability to work in a fast paced, changing environment while still providing quality opportunities and driving partner-sourced revenue.
  • Strong entrepreneurial personality, self-motivated and self-managing.
  • Highly ethical; will always do what is right by the organisation, partner and customer over personal gain.
  • Strong ability to evangelise Adobe Document Cloud & Adobe Sign amongst the partner ecosystem at a detailed level.