Vice President, Sales Executive – Adobe Alliance, Life Sciences Health Care Industry
Deloitte Consulting is hiring an experienced, top-performing Adobe martech software services sales professional to focus on finding and growing net-new Life Science Healthcare Industry clients. This is an executive-level sales role that is aligned to the US Adobe Alliance (major), & Customer OP (minor) Life Science Healthcare Industry Principals and Managing Directors. The role demands an experienced hunter-entrepreneur, with significant C- Level relationships and a deep understanding of today’s life sciences / healthcare industry issues, and their strategic implications to potential clients across specific roles/functions.
Candidates will be expected to have a net-new client development track-record of achievement with an emphasis on the role that Adobe software products play in large, transformative strategy or technology-led programs in one or more of the following business areas: Marketing, MarTech, Customer Experience, Customer Data Management, and Content Supply Chain. In addition, knowledge of areas such as Brand strategy, operating model transformation, Commercial data and technology transformation, and people/talent programs is critical because they are inherent in the major business & digital transformation efforts inherent in large scale initiatives.
The role has a national scope aligned specifically to Life Science Healthcare specific clients.
The Team
The Adobe Alliance Sales team is aligned by industry to uncover, nurture, and close sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in developing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process. Additionally, each sales executive on the team is responsible for building and maintaining deep relationships with their corresponding industry-aligned counterparts at Adobe, across industry, product, and solution-led teams.
Work you’ll do:
The Adobe Life Sciences Healthcare Industry Sales Executive is an individual contributor hunter-entrepreneur, responsible for securing new clients and driving incremental consulting revenue for services and solutions at the direction and in partnership with Firm Partners, Principals and Directors.
- Develop strategic and tactical plans to meet or exceed individual and practice sales objectives
- Partner with Deloitte leaders to add Adobe & industry expertise to pursuits in LSHC accounts
- Partner with Adobe LSHC sales leadership, account directors, and field-facing teams to build deep relationships, trusted partner status, and preference for Deloitte
- Collaborate with Deloitte leadership and Adobe LSHC sales leaders to formulate and drive various go-to-market priority sales campaigns that create demand and generate incremental pipeline for our Adobe services, within LSHC industry
- Lead complex selling efforts that identify, qualify, cultivate and close new business from sales campaigns and the targeted list of client prospects
- Understand the industry and competitive landscape and how to differentiate the Firm’s offerings and Adobe’s products
- Identify and influence key decision-makers at all levels within the client organization
- Play a key role alongside pursuit leaders and Adobe’s LSHC sales leaders to: help frame Deloitte’s and Adobe’s differentiated value story; develop strategic win themes for proposals; and provide coaching and other professional sales support for client-facing presentations
- Lead or support sales operations, practice sales management and quarterly business review activities
- Support proposal development and make live oral presentations as needed that win new business
- Represent Deloitte by spending time in the field, and at conferences, events and client-facing activations in support of sales campaigns and practice goals
- Maintain accurate and timely pipeline and forecast data
Qualifications include:
- Prior success in a substantially similar role, enterprise sales, consulting professional, or the equivalent of an existing experienced Adobe services consulting sales professional selling $1M+ deals
- Recent track record of delivering $12+ million incremental sales per annum
- Proven track record building productive relationships with Adobe sales org
- Working knowledge of Adobe’s suite of creative cloud and experience cloud products
- 10+ years of experience selling Adobe professional services into complex LSHC clients
- In-depth understanding of the Life Sciences business, the marketplace for Consulting services, clients' business issues and range of competition
- Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources
- Expertise in relationship building to increase account penetration and lead to increased revenue opportunities with new clients
- Developing and utilizing pre-existing network of clients or contacts in the LSHC industry
- Success in working closely with service line leaders, partners, practitioners and other Sales Execs to develop strategies and tactics that drive targeting programs and campaigns that win new business
- Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve
- Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $137,000 to $282,000.
You may also be eligible to participate in a sales incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document.
Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html
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