Onsite
The Opportunity
This is the team that made the business-case for applying a SaaS business model to our perpetual products – a move that has been credited with driving our record high stock price. We’re a high visibility group responsible for making strategic recommendations that have a significant financial impact. As such, the right candidate will find this to be a strong foundation for growth and an outstanding opportunity to have a material impact on the business!
We are a small, highly leveraged team that defines monetization strategy for the entire company and this particular role will be focused on opportunities within the Digital Experience business, centered around Experience Cloud. Our role is to influence the product roadmap to drive significant growth in revenues, profits, and stock price for Adobe.
We do this by driving initiatives that optimize new and existing offerings via product configuration, product line determination, offer structure, and pricing.
Develop and present business-cases that articulate the strategy and return-on-investment in order to acquire and incorporate cross-functional feedback and ultimately achieve executive approval.
Develop innovative pricing / licensing structures for large/strategic b2b deals
Support Enterprise Sales team with product sizing, custom pricing and licensing needs
Collection, synthesis and analysis of industry and competitor data.
Develop and conduct qualitative customer research.
Design and complete quantitative market research including one or more of the following research methods: Build-Your-Own Conjoint, Discrete Choice Conjoint, Gabor-Granger.
Perform statistical analysis on empirical data (sales, usage, etc)
Develop financial models that simulate customer behavior and project costs to complete scenario analysis that estimates the impact of the proposal on market penetration, company revenues and margin.
We also ensure smooth execution of our proposals.
Define and drive product requirements for product roadmap and future releases to address customer needs related to the business model strategy
Plan and coordinate operational activities required for execution, including the development of excel-based tools to facilitate the quoting and customer fulfillment process.
Set guidelines for direct sales, develop sales plays and training as appropriate.
Complete post-mortems to ensure proposals are successful and/or refine.
Analytical wiz with high initiative, a strategic approach and quantitative talent
MBA and/or 5+ Management/Strategy Consulting experience or Pricing/Packaging strategy experience.
Understanding of Enterprise / b2b software sales processes – pricing, deal structures, discounting methodologies.
The ability to simplify the complex, quickly define core problem and frame the solution approach.
Attention to detail balanced by comfort with ambiguity.
Excellent slide-writing, communicating, and upward-influencing skills
Strong EQ and leadership ability.
Experience driving consensus in a large matrixed organization is an advantage.
Adobe is an equal opportunity employer.
About Adobe
Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.
Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.
Let’s Adobe together
At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.
Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic. Learn more.
Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call +1 408-536-3015.
AI Use Guidelines for Interviews:
Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.
At Adobe, we empower employees to innovate with AI — and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it’s restricted during live interviews. See how we think about AI in the hiring experience.
Expected Pay Range:
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 $148,100 -- $282,100 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

In California, the pay range for this position is $194,800 - $282,100

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).
In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.
State-Specific Notices:
California:
Fair Chance Ordinances
Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.
Colorado:
Application Window Notice
If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.
Massachusetts:
Massachusetts Legal Notice
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
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