Strategic Pursuit Specialist

Strategic Pursuit Specialist – Adobe

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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!

The Strategic Pursuit team at Adobe drives long-term revenue growth and profitability through large, complex strategic customer transformation commitments. We achieve this by orchestrating Strategic Pursuit resources, providing expert coaching and advising, and enabling sales teams, partners, and customers on our solutions for business outcomes and value‑based selling strategies.

In this role, you will be pivotal in developing and executing sophisticated commercial strategies and deal structures for Adobe's most significant opportunities. You will be the architect of deals that deliver substantial value, requiring a deep understanding of commercial, financial, product, go‑to‑market, investment, and technical aspects.

• Lead the development of innovative commercial strategies and deal structures for complex, highly competitive opportunities, ensuring alignment with Adobe's strategic objectives and maximizing value creation.
• Conduct rigorous demand validation to ensure the commercial output aligns with customer needs and market realities, providing data‑driven insights to refine deal strategies.
• Mobilize and orchestrate the ecosystem (internal and external partners) to facilitate smooth deal progression, ensuring all stakeholders are aligned and contributing effectively.
• Drive strategic negotiations with key stakeholders, including customers and partners, to secure favorable terms and agreements that optimize deal outcomes.
• Partner with sales leadership to translate complex commercial strategies into actionable plans, ensuring seamless execution and achievement of revenue targets.
• Develop and present compelling proposals that articulate the value proposition and commercial strategy to executive‑level stakeholders.
• Proactively identify and mitigate potential risks associated with deal structuring and negotiation, ensuring the successful closure of complex transactions.
• Identify and pursue opportunities for co‑innovation with customers, exploring new solutions and business models that drive mutual value and enhance long‑term partnerships.

• A minimum of 5 years of prior enterprise‑level outside software experience, preferably within web technology and/or digital marketing solutions with commercial experience working on cloud‑related sales, consulting, or licensing.
• Experience working in highly matrixed organizations, with cross‑functional stakeholders, focused on realizing and measuring key objectives within a team environment.
• Expertise in developing sophisticated commercial strategies and deal structures for large, complex transactions.
• Proven ability to conduct rigorous demand validation and translate insights into actionable commercial strategies.
• Exceptional negotiation skills with a track record of securing favorable terms in high‑stakes deals.
• Strong business acumen with a deep understanding of financial modeling, risk assessment, and value creation.
• Excellent communication and presentation skills with the ability to influence and persuade executive‑level stakeholders.
• A proactive and strategic mindset with a focus on driving results and maximizing value.

Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $177,700 – $287,600 annually. Pay within this range varies by…