Principal Value Consultant

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Job Title: Principal Value Consultant

Job Summary
We are looking for a Value Consultant who can contribute to the growth of our Value Consulting organization at Adobe by bringing a strategic perspective. This role focuses on identifying compelling business cases to demonstrate the value of Adobe Digital Media solutions to prospective clients while driving sales and customer adoption. The ideal candidate will possess a strong understanding of software sales processes, value-based selling, and the ability to translate technical features into business benefits. They will also have a solid understanding of go-to-market and business skills to help customers understand how to use Adobe software to drive business outcomes and present to influencers as well as executive decision makers.

Key Responsibilities

• Develop Arguments: Collaborate closely with the sales teams to build comprehensive arguments showcasing the return on investment and advantages of our software solutions.
• Design Value Framework: Refine a framework for value consulting that can be consistently applied across different products and client scenarios.
• Client Engagement: Work directly with clients to understand their needs and challenges, in order to articulate how Adobe solutions can create measurable value for their business.
• Cross-Functional Collaboration: Partner with product management, marketing, and leadership to ensure alignment on value messaging and capability. Gather insights to support the development of an argument.
• Training and Enablement: Create and deliver training sessions for sales teams to enhance their understanding of value consulting methodologies and to equip them with tools for effective client engagement.
• Metrics and Reporting: Help develop and support clear goals and measures to assess the efficiency of value consulting efforts. Generate data for regular reports to senior management on progress and outcomes.
• Market Research: Stay updated on industry trends, competitive landscape, and customer needs to continuously refine value propositions and business case strategies.

What you need to succeed:

• Masters in business administration (MBA), Marketing, or a related field.
• 5+ years of experience in a consulting, sales, or product management role within the software industry.
• Strong understanding of business case development and value-based selling principles.
• Excellent communication and presentation skills, with the ability to convey complex information in a clear and compelling manner.
• Proven track record of collaborating with cross-functional teams and achieving results in a fast-paced environment.
• Analytical approach, with the ability to interpret data and insights to inform strategic decisions.
• Understanding financial modeling and analyzing return on investment.

• Experience in customer engagement and relationship management.
• Knowledge of software solutions and technology trends relevant to our industry.
  

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At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

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