Partner Strategic Pursuit Lead - Accenture

Adobe

About The Position

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! Role Overview Adobe's Strategic Partnership Program (SPP) wins when we operate in deep partnership with global system integrators (SIs) and co-create transformational opportunities that unlock multi-year customer value and scale. The Partner Strategic Pursuit Lead (Partner SPL) is the senior, consultative seller who leads Adobe's transformational co-sell motion with priority SIs. Partner SPLs operate as embedded leaders inside partner accounts by earning trust, commanding credibility with senior SI sellers, and shaping joint strategy long before a customer opportunity exists. They run a parallel sales cycle with SI account leadership to originate $10M+ transformational deals, co-create industry-led value narratives, and drive early-stage solutioning that accelerates Adobe's sales cycle and strengthens SI service growth. This role exists to originate and accelerate transformational pipeline, integrate Adobe into partner-led motions, and ensure Adobe and the SI show up as one strategic team in front of the customer. Partner SPLs lead the motions that produce predictable partner-led pipeline, stronger joint influence, and a scalable engine for transformation-led growth. What You'll Own Partner-Centric Opportunity Origination - Develop and execute a repeatable process for identifying, qualifying, and originating transformational opportunities across named SI partners. Build the early-stage “hook” that aligns client priorities, SI strategy, and Adobe value. Executive Influence Across the SI - Operate as a senior, consultative seller inside SI offices. Build credibility with senior sellers, sector leaders, strategy teams, and account partners. Expand internal SI awareness of Adobe to surface new opportunities. Dual-Sales-Cycle Leadership - Run a structured partner-facing sales cycle in parallel to the customer cycle - discovery, objection handling, stakeholder mapping, trust building, and alignment. Joint Value Narrative & Early Solution Shaping - Co-create compelling joint POVs with Adobe and SI leaders. Lead early-stage solutioning that sets the foundation for strong pursuits and accelerates the client engagement motion. Partner + Adobe Alignment on Priority Accounts - Drive clarity and governance across Adobe SPP ecosystem (SPL, Accelerate, Specialists, COE, DSG) and the SI leadership team. Ensure both organizations operate from a unified execution plan. Transformational Pursuit Acceleration - Lead partner-facing pursuit motions from DR Stage 1-3. Identify risks early, create pursuit governance, and prepare both firms for seamless client engagement. Originate and Close Large Deals - Partner SPLs are senior consultative sellers. You originate transformational opportunities and co-lead closing motions alongside Adobe SPLs and SI senior sellers.

Requirements

8-12+ years in enterprise consultative selling, SI strategic selling, transformation advisory, or senior services-led portfolio roles
Proven track record originating and closing large, multi-stakeholder enterprise deals
Deep knowledge of SI business models, services economics, delivery risks, industry structures, and transformation frameworks
Executive presence: proven ability to influence senior leaders and command rooms
Expertise crafting transformational and industry-specific value narratives
Experience embedding within or working closely with large SIs or strategy consultancies
Ability to operate autonomously in ambiguous enterprise environments
Strong cross-functional orchestration skills

Responsibilities

Identify and qualify transformational opportunities with named SI partners
Build early joint value narratives that anchor Adobe + SI strategy
Lead partner-side discovery, objection handling, and stakeholder alignment
Command credibility with senior SI sellers and influencing stakeholders
Build deep, embedded presence inside partner office environments
Co-create transformational POVs with SI executives and Adobe SPP
Orchestrate joint executive engagement and readiness across both firms
Own early solution shaping and DR discipline (Stages 1-3)
Maintain unified account strategies, governance, and execution plans
Partner with SPLs and Accelerate to drive deal momentum and close large opportunities
Expand internal partner awareness to surface and warm future targets
Influence multiple SI leadership tiers: alliance, sector, industry, strategy, and delivery
Escalate early to remove friction, misalignment, or risk across Adobe and the SI