Principal Architect (Pre-sales)

Our Company
Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences! We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen. 
We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

Principal Architect Job Description

Adobe is looking to hire a "Principal Architect" who will lead India pre-sales within our professional services team. You will be a passionate and highly effective communicator, who understands digital transformation and CX. In this role you will work closely with our India customer and prospects in collaboration with our sales and service delivery teams.

You will be responsible for prioritizing and developing new business both directly and by engaging the broader team of solution architects. Working directly with customers and prospects, providing technical leadership and education to our customers. You will craft and present compelling services and solution propositions based on a deep understanding of their objectives and priorities.

A customer centric mind-set is needed to uncover new opportunities and bring about improvements to our professional services GTM. Working with the top brand in India our most strategic customers you will engage with stakeholders at multiple levels including c-suite; CTOs, CIOs, CMO’s and CDOs to understand their specific drivers and priorities. You will define and present service programs and integrated solution architectures in the context of how Adobe technology can help our customers drive business results.

Your technical and business knowledge & experience of what its take to deliver successful CX outcomes will be needed to influence, build trust and credibility with key stakeholders.

What you’ll do

• Help customers understand Adobe’s capabilities and the transformative power of world class customer experiences.
• Work closely with the customer’s architects, business and technical stakeholders to build trust and establish credibility.
• Provide points of view on customer direction to lead and guide towards the best outcome.
• Partner with the account teams, delivery teams, product engineering and professional services sales executives to deliver business growth and customer success/ROI.
• Review, prioritize and lead strategic pre-sales engagements with our larger more complex customers.
• Proactively engage & communicate to align expectations of internal and external customers.
• Operate in a fast-paced environment where you will be responsible for driving key strategic opportunities with our top customers in partnership with the sales and delivery teams.
• Build and maintain customer relationships through proactive and value add pre-sales engagements and at key Adobe marketing events.
• Plan and lead workshops to uncover needs, identify customer business objectives and challenges to be solved.
• Lead in creating and presenting holistic services responses and proposals including services scope, staffing and roadmaps to deliver against customers objectives.
• Lead presales, solutioning and estimation for services projects involving Adobe Experience Cloud using our estimation models and tools.
• Identify high value use cases and integrated solution architectures which can deliver them
• Link investments and programs to business capabilities and outcomes delivered.
• Identify dependencies and customer responsibilities to set up programs for success.
• In partnership with the sales team, you will input into account strategies and sales motions which yield measurable positive results.
• Provide leadership direction and support to more junior team members
• Support the progression of services opportunities ensuring customer deliverables and scope of work statements are accurate, compelling and set accurate and clear expectations.

Qualifications, Experience and Aptitude

• 10-15 years of experience working in a top-tier consulting or consulting within a technology company / product vendor.
• Experience working in pre-sales for CX technology – preferable services presales.
• Experience identifying and defining digital marketing use cases and value drivers.
• Experience implementing digital experience technology, with a solid understanding of domains such as; UX/UI, web content management, analytics, optimisation, personalisation, customer data platforms and eCommerce.
• Experience working in senior technical roles such as enterprise architect, solution architect, solution lead.
• Experience architecting service scope and integrated architectures based on Adobe Experience Cloud products such as; Adobe Experience Manager, Adobe Experience Platform (RTCDP, CJA, AJO), Adobe Commerce, Adobe Analytics, Adobe Campaign, Adobe Target and Adobe Workfront.
• Analytical skills to data, websites, architectures and use cases to determine what’s required to implement new solution using Adobe technology.
• Exceptional communication skills - compelling, clear and concise.
• High degree of intellectual curiosity and ability to learn and apply new concepts and technologies to solve business problems.
• Ability to clearly articulate technical solutions in language and depth relevant to different stakeholders: customers technical teams and as well business and marketing stakeholders.
• Team player who can collaborate with multiple stakeholders to meet tight deadlines to arrive at solution and services proposals and initial responses.
• Willingness to travel up to 10-15% of the time.
• Technical degree with advanced degree preferred.

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