Value Consultant

Job Title: Principal Value Consultant

Job Summary

We are seeking a strategic Value Consultant dedicated to advancing the development of our Value Consulting organization at Adobe. This role emphasizes building compelling arguments to demonstrate the value of Adobe Firefly Services and solutions to prospective clients while driving sales and customer adoption. The ideal candidate will possess a solid grasp of software sales processes, value-based selling, and have experience translating technical features into business benefits. They will also have a solid understanding of go-to-market and business skills to help customers understand how to use Adobe software to drive business outcomes and present to influencers as well as executive decision makers.

Key Responsibilities

• Develop Business Cases: Work with sales teams, including Account Executives, Solution Consultants, and Solution Architects. Build detailed arguments to demonstrate the return on investment and value of our software solutions.
• Design Value Frameworks: Refine frameworks for value consulting that can be consistently applied across different products and client scenarios.
• Client Engagement: Work directly with clients to understand their needs and challenges, in order to articulate how Adobe solutions can create measurable value for their business.
• Cross-Functional Collaboration: Partner with product management, marketing, and leadership to ensure alignment on value messaging and capability. Gather insights that inform argument development.
• Training and Enablement: Create and deliver training sessions for sales teams to enhance their understanding of Value Consulting methodologies and to equip them with tools for effective client engagement.
• Metrics and Reporting: Help develop and support objective and key results to measure the effectiveness of value consulting initiatives and provide data for regular reports to senior management on progress and outcomes.
• Market Research: Stay updated on industry trends, competitive landscape, and customer needs to continuously refine value propositions and argument strategies.

What you need to succeed:

• Masters in Business Administration (MBA), Marketing, or a related experience.
• 5+ years of experience in a consulting, sales, or product management role within the software industry.
• Strong understanding of case development and value-based selling principles.
• Excellent communication and presentation skills, with the ability to convey complex information in a clear and compelling manner.
• Proven track record of collaborating with cross-functional teams and getting results in a fast-paced environment.
• Analytical approach with the ability to interpret data and insights to inform strategic decisions.
• Familiarity with financial modeling and analysis.

• Experience in customer engagement and relationship management.
• Knowledge of software solutions and technology trends relevant to our industry.

Discover More About Working At Adobe

• Adobe Life (video): http://bit.ly/1Zpn8JB
• Those "best places to work" lists love us: http://www.adobe.com/careers/awards.html
• Skip "performance reviews" (video): http://bit.ly/1SLvIwN
• Adobe Digital Index: http://www.cmo.com/adobe-digital-index.html
• Glassdoor Names Adobe A Top Best Place To Work: https://www.glassdoor.com/Reviews/Adobe-Reviews-E1090.htm

Take a peek into Adobe life in this video.

Adobe believes in hiring the very best and that's why our dynamic working environment has received awards around the globe. Recognizing that employees are at the core of our success, Adobe recruits and retains highly qualified and motivated individuals, builds an environment where they can innovate and achieve their best, and rewards them for their performance by giving them an opportunity to share in the company's success.

When you join Adobe, you can look forward to collaborating with the most genuine people in the industry, working on projects with real purpose, and having immense pride in the products we build and the customers we support. You will also be surrounded by colleagues who are committed to helping each other grow through our uniqueCheck-Inapproach where ongoing feedback flows freely.

Adobe is an equal opportunity employer. We hire hardworking individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, veteran status, cultural background or religious beliefs. We know that when our employees feel appreciated and included, they can be more creative, innovative and successful. This is what it means to be Adobe For All.

Learn more about our vision here.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Come create experiences that matter at a company that is recognized around the world and hear what our employees are saying about their career experiences on the Adobe Life blog.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe's industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio 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 organization. The next big idea could be yours.

Let's Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic. Learn more.

Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call +1 408-536-3015.

AI Use Guidelines for Interviews:
Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.

At Adobe, we empower employees to innovate with AI - and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it's restricted during live interviews. See how we think about AI in the hiring experience.

Expected Pay Range:

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

State-Specific Notices:

California:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and "fair chance" ordinances.

Colorado:

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.