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Аn American multinational computer software company Adobe is currently recruiting a Partner Business Manager (Russia and CIS).
This critical role will be focused on building relationships at an operational level within the partners you support.
Tracking issues and sharing these with your peers so that we can assess the total impact to our partners, not simply
for one of our partners. Creating compelling online-sessions to enable your partners – but doing this with your peers, so we use and re-use our assets rather than everyone doing their own. You will become expert in our product set and will – together with the aggregated feedback from all the partners, and make recommendations to improve the experience, both for buying programs, but also for the core feature set too. You have the most amazing communication skills, you empathize with partners but represent Adobe and give the right amount of challenge to ensure that Partners comply with our processes. You are hungry to drive change, and this is where it starts, fixing processes, supporting business and driving real results.
What you’ll do
As a Business Manager you are overall responsible to drive growth in terms of sales revenue with a set of designated Partner Account’s, Territory area or individual Countries inside a multi-channel organization.
A key task is to create and track individual/family Quarterly Business Plans with designated Partners to ensure they have strategies and tactics for:
— growth of net new customers
— maximizing Annual Recurring Revenue – including cross sell, selling at correct price and renewals
— generating sales leads
— leveraging Adobe marketing programs including marketing development funds spend to maximize revenue gain.
Review, analyze and understand current and past trends in key performance including all areas of sales to highlight trends and analyze causes of unexpected variance
You are accountable for developing and maintaining a pipeline of net new opportunities and maintain a high level of recurring renewal business to (over)achieve your quarterly sales quotas.
You need to have the understanding of how to tailor our product and solution propositions to fit a reseller partners business priorities.
Constantly evaluate partner the local partner echo-system in the market areas to ensure:
— that partner performance is on or above expected levels
— that our partner landscape is correctly balanced
— if needed identify key prospective partners to align with changes in the current reseller strategy of Adobe.
You build your virtual team and collaborate within the reseller team members, including, sales operations and marketing etc. to drive the reseller business forward, focus on priorities and deliver an amazing partners experience that ultimately grows the Adobe’s channel business
Build effective partner relationships at all levels, including C-levels, to yield influence in the organization.
You communicate proactively with partners and share information in conjunction with sales operations, marketing and other key internal stake holders.
Product and all program licensing queries
Renewal Quotations
Education / Government eligibility checks
Regular tracking and analysis of the partners or partner family’s business attainment.
Support the partners with customer sales conversations either in person or through virtual meetings.
Work internally through your management and virtual team to improve processes and the partner experience.
You will be rewarded on sales attainment based on annual recurring revenue, subscriptions management (incl. renewals)
You need to display influence and Integrity
You are skilled in our products – or are willing to learn!
You are able to influence in writing, over the phone and via online sessions
What you need to succeed
Passionate communicator – high skills of written and spoken English and your own local is required, any additional languages are a bonus.
Ability to collaborate across internal and partner organizations
Strategic business planning skills and ability to hold oneself and other stakeholders accountable for actions
You will be a team player and have a working together mentality
You’ll be self-sufficient with an attitude to get things done and so you’ll drive solutions and not problems.
Numerate – able to find the “story” from the numbers, and see trends for partners
Systems capable – find your way around Adobe, to get things done
Intermediate level skills in Microsoft Office 365 (Preferably Advanced level Microsoft Excel)
Flexibility – a high degree of mobility is need at times, and flexibility work location is also key.
Driven by Sales achievement – quick learner in how to open, propose & close, and to get impact with partners
sales teams
Driver – proven track record of being able to make things happen in a cross functional environment
You need to have a growth mindset; looking to see possibilities and opportunities not limitations and always looking for ways to learn new skills to develop yourself
Languages required: Russian and English — both fluent in speaking and writing.
