Our Company
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 Opportunity
As an Industry Solution Consultant, you’ll act as a trusted advisor to our strategic customers, understanding their business landscape and objectives and demonstrating and articulating the value of the Adobe solutions and how they optimise and support their digital strategies while solving their most important business challenges. You will provide our customers with advice on digital change, helping them to exploit the Adobe Experience Cloud to strengthen their brand, grow their business and leverage the value between Adobe Creative and Document Cloud. As a key member of the account team, you’ll collaborate with our sales organisation and work closely with our wider Technical, Consulting, Value and Customer Success teams.
The ideal candidate will have a blended technical and digital marketing background with a brilliant eye for presentation and compelling stories. You’ll have the confidence to discuss our solutions and technology with both marketing and IT partners at all levels. The goal is to inspire customers with a compelling transformation vision, validate technical solutions, and foster long-term relationships that deliver tangible business outcomes.
What your key responsibilities will be:
Strategic Engagement & Vision
1. Develop and communicate a transformational "Big Idea" that aligns Adobe solutions with customer challenges
2. Contribute to territory planning and account prioritization
3. Inspire customers by painting a compelling vision of digital transformation
Discovery & Qualification
4. Conduct discovery sessions to understand customer goals, use cases, tech stack, and gaps
5. Align business objectives with Adobe solutions to identify qualified opportunities
6. Lead early-stage activities such as Vision Planning Workshops, Discovery, and Vision Demos
Industry & Customer Expertise
7. Demonstrate deep industry knowledge
8. Showcase Adobe’s point of view (POV) tailored to customer and industry-specific challenges
Technical Sales Process Ownership
9. Qualify Tech Fit early in the sales cycle
10. Manage the Tech Validation Plan, including Discovery, POV, and Tech Win phases
11. Ensure proper handoff to post-sales teams, including Tech Fit, Tech Risk, and Tech Win documentation
Relationship Management (internally & externally)
12. Build strong relationships with Account Executives to drive long-term account strategy
13. Request and align technical resources across the Adobe ecosystem
14. Maintain a visible presence in strategic conversations to raise risks early and to drive decisions
You’ll need the following skills to be successful:
15. Strong industry expertise as well as domain expertise in the field of digital marketing
16. Strong understanding of emerging trends like Agentic AI
17. Ability to craft and communicate transformational ideas that link Adobe’s value to the customer’s long-term strategic goals
18. Proficiency in leading discovery conversations to uncover business challenges, technical requirements, and transformation opportunities
19. Capability to align Adobe’s offerings with customer needs and articulate the business value of proposed solutions
20. Skill in orchestrating across sales, solution consultants, technical teams, and business units to build a unified customer strategy
21. Expertise in leading complex, large sales cycles from discovery through to tech win, acting as the technical authority
22. Comfortable leading workshops, presentations, demos, and executive-level discussions with clarity and influence
23. A strong partnership mindset with the ability to establish trust with account teams and customer stakeholders
24. Driven to deliver results through ownership, follow-through, and commitment to excellence in every phase of the sales process
25. Excellent German & English skills, both written and spoken; additional languages are welcome