Senior Director, Strategic Pursuits Enterprise Sales

EMEA is the growth engine within Adobe, and you will join at an opportune time to drive digital transformation for our clients as well as lead our sales business through transformational growth. As the leader of our Strategic Pursuits division for EMEA, you will report to our VP of Partnerships & SPP and you will be responsible for consistently growing revenue throughout EMEA. The Strategic Partnership Program (SPP) is an innovative, global program with a singular mission and commitment to drive long‑term transformational business success for our customers and for Adobe.

This program consists of a centralised team, supported by top dedicated resources, that drive proven cross‑functional frameworks focused on providing Adobe’s customers with the best solutions, partnerships, and paths to transformative outcomes. Traditional sales engagement methods have evolved, and customers are seeking consultative partnerships. Enabled with world‑class cloud solutions, your role is to unlock the potential of Adobe’s enterprise customers by demonstrating clear business value and accelerating their digital transformation success. High‑level customer satisfaction and value are key measures, as are revenue and consumption targets.

What you’ll Do:

• Partner with regional sales teams and leaders to drive account‑based oversight and guidance designed to up‑level our overall go‑to‑market, focus on business outcomes, and maximise Adobe’s results.
• Lead the development of the SPP‑EMEA Pursuit team’s programmatic approach to establish consistent CxO‑level engagement, form long‑term trusted relationships that promote mutual interest, evangelise bold steps for change, and ensure high levels of customer satisfaction with documented success stories.
• Demonstrate distinct horizontal leadership, working closely with Adobe’s regional leaders for emerging technologies, business value practice, customer success, and other functional areas in order to weave SPP’s value‑based framework into all aspects of Adobe’s business.
• Manage SPP‑EMEA’s pipeline, forecasts, and leading sales indicators for the region.
• Collaborate with regional Enterprise Segment leaders on sales strategy and planning.
• Motivate, coach, and mentor the SPP‑EMEA Pursuit team to grow existing account opportunities and capture net‑new transformational business.
• Build long‑term, trusted relationships both internally and externally.
• Drive the SPP‑EMEA engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop, and close strategic, transformational pursuits.
• Enable the SPP‑EMEA team and supporting extended team resources to effectively identify target accounts and mobilise teams to drive strategic customer engagement.
• Evangelise best practices and content (deal structures, content related to Digital Transformation and cutting‑edge customer challenges, references, value‑added offerings, etc.).
• Represent Adobe in senior customer‑facing roles (i.e. executive sponsor, business strategist, negotiator).
• Align various stakeholders including but not limited to Sales, Operations, Finance, Legal, Services, Accounting to close complex, bespoke opportunities.

What you need to succeed:

• Extensive, large‑scale leadership experience (with sales and other supporting roles) within multi‑geo/cultural EMEA‑based environments.
• Proven experience developing and leading a high‑performing regional team with a consistent track record of engaging and growing talent to greater responsibility and success.
• Documented track record of successfully leading large, complex sales opportunities or partnerships.
• Deep experience working with and across the C‑Suite, both internally and externally.
• Highly collaborative and versant in successfully navigating global, matrixed environments.
• Demonstrated strong growth mindset that seeks to uniquely solve difficult customer challenges.
• Proven ability to build trust and be highly credible across all levels of organisations.
• Deep industry knowledge with an ability to confidently drive transformational recommendations at C‑Suite and business decision‑maker levels.
• Exceptional ability to understand and evangelise transformative methodologies, best practices, and digital transformation concepts.
• Proven experience of influencing, training, and working closely with sales teams to ensure awareness of the best practice processes and constructs for successful large opportunity execution.
• Hold diversity, equity, and inclusion at the heart of all you decide, do, and personify.

About Adobe:

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalised customer experiences. Adobe’s industry‑leading offerings enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity. Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact.

At Adobe, we believe that great ideas can come from anywhere in the organisation. The next big idea could be yours. Let’s Adobe together. Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or colour, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic.