Solutions Consultant

This is a fully remote position, open to applicants in India.

📋 Description

• Lead consultative discovery discussions to understand customer workflows, business challenges, and success metrics.

• Convert customer requirements into personalized Adobe solution recommendations spanning Document Cloud and Creative Cloud products.

• Create and present impactful, customized product demonstrations that align with customer use cases and industry context.

• Work closely with ICX Sales Advisors to advance opportunities throughout the sales process and aid in deal closure.

• Shape deal strategy by effectively positioning solutions, articulating use cases, discussing ROI and value, and emphasizing competitive differentiation.

• Propel momentum on opportunities to improve pipeline conversion and opportunity closure rates.

• Act as the primary specialist resource for growth products such as Acrobat Studio, Acrobat Express, Adobe Sign, and related offerings.

• Offer expert guidance and insights to customers regarding product usage and best practices.

• Collaborate with product teams to identify and resolve customer pain points, enhancing product offerings.

• Stay informed on industry trends and emerging technologies to provide valuable insights and recommendations to customers.

• Maintain extensive expertise in Adobe’s Document Cloud and related collaboration solutions.

• Engage with customer stakeholders at various levels to facilitate solution adoption and workflow transformation.

• Empower frontline sales teams by sharing product knowledge, demonstrating best practices, and providing guidance on solution positioning.

⛳️ Requirements

• Experience in solution consulting, presales, product sales, or consultative selling roles.

• Strong capability to conduct discovery conversations and align product features with customer business needs.

• Experience in influencing complex sales opportunities through value articulation and solution positioning.

• Proven track record of delivering engaging product demonstrations and customized customer presentations.

• Ability to translate technical features into clear business outcomes and productivity benefits.

• Experience participating in sales cycles, including deal strategy, objection handling, and procurement discussions.

• Understanding of licensing models, pricing discussions, and competitive positioning.

• Excellent interpersonal, presentation, and storytelling skills.

• Ability to establish credibility with both sales teams and customer stakeholders.

• Comfortable engaging with diverse stakeholders, including business leaders and procurement teams.

• Experience collaborating across functions with sales, marketing, product, and support teams.

• Passionate about empowering sellers and boosting overall team effectiveness through product expertise.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible working hours

• Professional development opportunities