Solutions Consultant

Solution Consulting Customer Discovery:

• Lead consultative discovery conversations to comprehend customer workflows, business challenges, and success metrics.

• Translate customer needs into tailored Adobe solution recommendations across Document Cloud and Creative Cloud offerings.

• Design and deliver impactful, customized product demonstrations aligned with customer use cases and industry context.

• Position Adobe solutions through value-based storytelling, emphasizing productivity, collaboration, and workflow outcomes.

Deal Strategy Sales Execution:

• Collaborate closely with ICX Sales Advisors to advance opportunities throughout the sales cycle and support deal closure.

• Influence deal strategy by:

• Positioning solutions effectively

• Articulating use cases

• Discussing ROI and value

• Highlighting competitive differentiation

• Support pricing discussions, licensing clarity, procurement conversations, and objection handling.

• Drive momentum on opportunities to enhance pipeline conversion and opportunity closure ratios.

Growth Product Acceleration:

• Serve as the primary specialist resource for growth products like Acrobat Studio, Acrobat Express, Adobe Sign, and related offerings.

• Drive revenue impact through:

• Significant deal influence

• Expansion of growth products

• Strategic upsell and cross-sell opportunities

• Support outbound and targeted engagement motions that introduce new Adobe solutions to customers.

Product Expertise Customer Advisory:

• Provide expert guidance and advice to customers on product usage and best practices.

• Collaborate with product teams to identify and address customer pain points and improve product offerings.

• Stay updated on industry trends and emerging technologies to provide valuable insights and recommendations to customers.

• Maintain deep expertise in Adobe s Document Cloud and related collaboration solutions.

• Articulate Adobe s value proposition, competitive positioning, and solution differentiation during customer engagements.

• Engage with customer stakeholders at various levels to guide solution adoption and workflow transformation.

Sales Enablement Scalable Impact

• Empower frontline sales teams by sharing product knowledge, demonstrating best practices, and providing solution positioning guidance.

• Contribute to sales playbooks, demo narratives, and reusable customer-facing assets.

• Collaborate with Product, Marketing, and Support teams to enhance win rates and customer adoption.

Pipeline Visibility Forecast Contribution

• Maintain visibility into supported opportunities through CRM updates and pipeline tracking.

• Provide insights during forecast reviews based on deal progression and customer engagement.

• Ensure pipeline health and deal momentum across aligned sales teams.

What You ll Need to Succeed

• Solution Consulting Sales Expertise

  • Experience in solution consulting, presales, product sales, or consultative selling roles.

  • Strong ability to conduct discovery conversations and align product capabilities with customer business needs.

  • Experience influencing complex sales opportunities through value articulation and solution positioning.

• Product Demonstration Storytelling

  • Proven ability to deliver engaging product demonstrations and tailored customer presentations.

  • Ability to translate technical features into clear business outcomes and productivity benefits.

• Commercial Acumen

  • Experience participating in sales cycles, including deal strategy, objection handling, and procurement discussions.

  • Understanding of licensing models, pricing conversations, and competitive positioning.

• Communication Influence

  • Strong interpersonal, presentation, and storytelling skills.

  • Ability to build credibility with both sales teams and customer stakeholders.

  • Comfortable engaging with various stakeholders, including business leaders and procurement teams.

• Collaboration Enablement

  • Experience working cross-functionally with sales, marketing, product, and support teams.

  • Passionate about empowering sellers and enhancing overall team effectiveness through product expertise.

• Additional Attributes

  • Highly organized and comfortable working in fast-paced sales environments.

  • Strong problem-solving skills with the ability to guide customers toward the right solution.

  • Positive attitude with a focus on achieving successful customer outcomes.