Partner Strategic Pursuit Lead - Accenture

Adobe•Carapichaima, IL

About The Position

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

Nice To Haves

Has Instant Credibility With Senior SI Sellers - You are a seasoned consultative seller - able to sit with senior SI executives and speak their language on transformation, industry challenges, services economics, and customer strategy.
Operates as a Leader by Leaders - You influence without authority, command respect, and elevate the room. SI leaders look to you as a peer. Adobe executives trust your judgment and rely on your read of partner dynamics.
Leads With Industry and Transformation First (Not Adobe First) - Your opening pitch is about the client’s business, transformation pathways, long-tail services, and industry signals, not product. Adobe becomes the accelerant, not the lead story.
Lives Inside the Partner - You build proximity, presence, and relationship equity by spending meaningful time inside partner offices, earning trust through daily interactions, not quarterly meetings.
Is a Master Transformation Storyteller - You deliver a compelling Adobe transformation pitch that resonates with both SI senior sellers and client executives - and you do it naturally, confidently, and credibly.
Runs a Disciplined, Repeatable Pursuit Motion - You know what good looks like, what great looks like, and when to push both organizations to raise the bar.
Originates & Accelerates Multi-Million-Dollar Deals - You create the conditions for $10M+ opportunities and see them through from concept to close.

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

Benefits

At Adobe, you will be immersed in an exceptional work environment that is recognized around the world.
You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely.
If you’re looking to make an impact, Adobe's the place for you.
Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.

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