Description
Adobe's Customer Engagement portfolio helps enterprises unify customer data, orchestrate journeys, personalize experiences, analyze customer behavior and business impact, and accelerate work with AI-powered assistance.
This role leads the Customer Engagement solution specialists aligned to Industry-Led CXO sales. It is a third-line General Manager position that owns bookings performance and sets the strategic and operational direction for a large, multi-layered organization.
Responsibilities:
Drive the Revenue Target
- Run a predictable business, own bookings performance, and set territory and industry strategy, capacity planning, resource alignment, and measurement.
- Manage the deal line, inspect pipeline development, and keep forecast accuracy, coverage, and risk visible.
- Evolve the model, charter, coverage, and operating model as the portfolio and market change.
- Serve as Executive Sponsor on top deals.
Build Leaders Who Build Leaders
- Develop second-line leaders who build independent first-line managers and specialist teams with real commercial authority.
- Set standards for execution, customer-centricity, talent development, and performance culture.
- Maintain an active leadership bench and talent development artifacts, with succession plans at every layer.
- Set team culture: collaborative, accountable, inclusive, and high integrity.
Be the Executive Voice of the Field
- Bring sales rigor to roadmap, packaging, readiness, competitive strategy, and market gaps.
- Serve as the customer advocate to the BU, aggregating feedback and translating requirements into timebound revenue streams.
- Articulate the state of the business, headwinds, tailwinds, and plan for target attainment.
Shape Go-to-Market Strategy and Own How the Team Sells
- Partner with IL GMs, XSC, DSG, Product, Engineering, Customer Success, M&A, Marketing, and Tech and Alliance Partners to advance offerings.
- Own the pitch, demo, materials, and processes, including dry-run review.
Influence How Adobe Wins with Partners
- Align GSIs, agencies, technology partners, and Adobe teams around joint solutions and repeatable routes to market.
Requirements:
- Enterprise sales leadership: 10+ years leading large, high-performing SaaS sales organizations.
- Third-line organizational leadership (preferred).
- Executive gravity and communication: demonstrated ability to influence the C-suite and internal executives.
- Large-scale GTM and organizational design: experience shaping portfolio strategy and redesigning coverage.
- Complex enterprise deal leadership: proficiency in long-cycle, multi-stakeholder sales.
- AI fluency: practical understanding of generative and agentic AI.
- Leading through influence: ability to drive outcomes from team members outside direct remit.
Benefits:
- Comprehensive benefits programs
- Opportunities for career growth and development
- Collaborative and inclusive company culture