Adobe Alliance Sales Partner
Role Summary
Core Identity: Own Adobe-centric revenue generation for the CPG and Retail verticals in North America. Responsible for identifying and closing VML billable opportunities through coordination with Adobe field sales and VML account teams.
Role Framework
Client Engagement (40%): Lead Adobe-centric client pursuits, from qualification through close
Partner Coordination (35%): Align with Adobe field teams on joint opportunities and account strategies
Internal Orchestration (25%): Coordinate VML resources—solutions, delivery, executives—to win deals
Core Responsibilities
Client Engagement (40%): Lead Adobe-centric sales pursuits from initial qualification through contract close
Develop and present VML's Adobe capabilities to C-suite and senior marketing/technology leaders
Position Adobe Experience Platform, AEM, Real-Time CDP, and Journey Optimizer for CPG and retail use cases
Facilitate executive briefings and workshops with clients and Adobe leadership
Navigate complex procurement processes in CPG and retail organizations
Partner Coordination (35%): Build and maintain trusted relationships with Adobe industry sales teams focused on retail and CPG
Participate in joint account planning with Adobe field sellers
Clock with Adobe on opportunity registration and deal support
Attend Adobe partner events and leverage partner programs (Exchange, SPP) for deal acceleration
Represent VML at Adobe Summit, retail industry events, and customer engagements
Internal Orchestration (25%): Collaborate with VML account teams to identify Adobe opportunities within existing client relationships
Coordinate solution architects and pre-sales resources for pursuits
Partner with delivery leadership to ensure sold work transitions smoothly
Contribute to Adobe alliance strategy and GTM planning for CPG/Retail
Maintain accurate pipeline and forecast in VML systems
Technology & AI Expectations
Use company-approved AI tools and technologies to accelerate account research, pipeline analysis, proposal development, and partner intelligence gathering.
Maintain conversational fluency in partner AI offerings to support discovery conversations and position VML capabilities effectively.
Target Accounts & Focus Areas
Adobe solutions emphasis: Real-Time CDP, Journey Optimizer, AEM, Experience Platform, Target, Analytics
Solution focus: Omnichannel personalization, customer data platforms, real-time customer engagement, commerce experience, content supply chain
Retail: Mass merchants, specialty retailers, grocery chains, quick-service restaurants, e-commerce
CPG: Major consumer goods companies, food and beverage, personal care, household products
Qualifications
8-12+ years of enterprise sales experience, with significant experience selling technology services or solutions
Track record of achieving quota in complex, consultative sales environments ($3M+ annually)
Experience selling into CPG or Retail industries
Familiarity with Adobe Experience Cloud solutions (AEM, Analytics, Real-Time CDP, Journey Optimizer) or comparable enterprise marketing platforms
Demonstrated ability to navigate partner ecosystems and coordinate with partner field teams
Strong executive presence and ability to engage C-suite stakeholders
Background in professional services, consulting, or systems integration
Prior experience in Adobe partner ecosystem (SI, agency, or Adobe direct)
Existing relationships with Adobe field sales in North America
Adobe certifications or deep product knowledge
Experience with omnichannel commerce, personalization, or customer data platforms
Track record selling into major CPG brands or retail enterprises
Experience with WPP or holding company environments
Bachelor's degree; MBA or technical degree a plus