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Company Description
Blue Acorn iCi, an Infosys company, is a digital consultancy focused on delivering innovative solutions across customer experience, commerce, and data. Our team of over 400 experts enable clients to navigate large-scale, digital transformation programs.
Whether it’s a digitally savvy consumer brand or a legacy manufacturer, Blue Acorn iCi empowers businesses with digital scalability to deliver unprecedented levels of performance and customer experience. With services that include strategy, analytics, design, and engineering, we elevate global brands across industries such as media, consumer goods & retail, financial services, manufacturing, technology and more.
Join our innovative and collaborative team as we deliver extraordinary digital experiences for some of the world’s largest brands!
Position Overview
The Director of Sales, Adobe at Blue Acorn iCi is Responsible for pipeline growth and closing strategic deals in the European region to help the company meet revenue goals and commitments. This individual is an excellent communicator, is self-motivated, assertive and keenly listens to prospect and customer needs to align relevant Blue Acorn iCi services. This position is located in London, England with the option to work remotely. Territory comprises European-based Adobe Experience Cloud opportunities. Experience selling Adobe services is a requirement.
Responsibilities:
- Pipeline Generation: Lead prospecting strategies into the overall market, solution partners and parent company Infosys to create services pipeline. Strategies including but not limited to: Building Target Account Lists, Outbound Messaging Campaigns and Direct Outreach, and delivering Capabilities Sessions. This role is heavily weighted toward identifying and qualifying net new pipeline.
- Run and Close Opportunities: Once qualified, lead deals successfully to contract close. This includes, Qualification and Opportunity shaping with a deep focus on listening to customer business issues. Crafting proposals to solve the business issues and impress the prospect, collaboration with estimation and resourcing teams, guidance of SMEs assigned to support a deal, and financial analysis to ensure adequate margin for RFPs, Proactive/Reactive Deals and Staffing Opportunities.
- Partnerships: Build and maintain strong and friendly relationships with solution partner sales leadership. Become the go-to for leads. This role will work closely with our Europe Adobe partnerships lead and Infosys DX Europe sales team.
- Solution Presentation: Develop a deep understanding of Blue Acorn iCi services and tailor presentations to demonstrate how our solutions align with the client's goals.
- CRM Management: Consistently keeps CRM data accurate for financial planning purposes. Opens/closes/updates deals in CRM and opens support/estimation/resourcing requests as needed.
- Optimize Sales Processes: Help to optimize sales processes by calling out areas for improvement and proactively bringing ideas to SVP of Growth and Sales Operations
- Marketing Deployment: Work directly with Marketing to deploy our content, newsletters, webinars, etc to drive interest in Adobe and Blue Acorn iCi.
- Sales > Delivery Transition: Once a deal is closed/won, ensure the deal is transitioned into delivery smoothly by setting proper expectations with both the prospect/client and delivery teams. Ensures seamless onboarding.
- Measurement / Success Criteria:
- Net New client meetings set by quarter.
- Net New qualified opportunity by quarter, measured by collective pipeline generated.
- Closed/won business by quarter
Qualifications
- Candidates must be located in Europe, preferably London, England.
- Ideal candidate has extensive experience selling in the Adobe Experience Cloud partner ecosystem
- Agency or Relevant Solution Sales Experience: 5+ years selling in a digital agency environment. Relevant Solutions include eCommerce, Content Management, Digital Asset Management, Marketing Automation and Customer Data Solutions
- Successful Management of Pipeline, focused on growth, sustenance and deal closure
- Ideal candidate has experience managing a sales team
