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.

- Solid 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.

📌 Solutions Consultant (India)
🏢 Adobe
📍 India