Industry Solution Consultant EMEA Central
Adobe · Munich, Germany · Sales
What you will do:
As an Industry Solution Consultant, you’ll act as a trusted advisor to our strategic customers. Understanding their business landscape and objectives and demonstrating and articulating the value of the Adobe solutions and how they optimise and support their digital strategies and solve their most important business challenges. You'll provide our customers with advice on digital change, helping them to exploit the Adobe Experience Cloud to strengthen their brand and grow their business and look for the value between Adobe Creative and Document Cloud.
As a key member of the account team, you’ll collaborate with our sales organisation and work closely with our wider Technical, Consulting, Value and Customer Success teams.
The ideal candidate will have a blended technical and digital marketing background with a brilliant eye for presentation and compelling stories. You’ll have the confidence to discuss our solutions and technology with both marketing and IT partners at all levels. The goal is to inspire customers with a compelling transformation vision, validate technical solutions, and foster long-term relationships that deliver tangible business outcomes.
What your key responsibilities will be:
Strategic Engagement & Vision
- Develop and communicate a transformational "Big Idea" that aligns Adobe solutions with customer challenges
- Contribute to territory planning and account prioritization
- Inspire customers by painting a compelling vision of digital transformation
Discovery & Qualification
- Conduct discovery sessions to understand customer goals, use cases, tech stack, and gaps
- Align business objectives with Adobe solutions to identify qualified opportunities
- Lead early-stage activities such as Vision Planning Workshops, Discovery, and Vision Demos
Industry & Customer Expertise
- Demonstrate deep industry knowledge
- Showcase Adobe’s point of view (POV) tailored to customer and industry-specific challenges
Technical Sales Process Ownership
- Qualify Tech Fit early in the sales cycle
- Manage the Tech Validation Plan, including Discovery, POV, and Tech Win phases
- Ensure proper handoff to post-sales teams, including Tech Fit, Tech Risk, and Tech Win documentation
Relationship Management (internally & externally)
- Build strong relationships with Account Executives to drive long-term account strategy
- Request and align technical resources across the Adobe ecosystem
- Maintain a visible presence in strategic conversations to raise risks early and to drive decisions
You’ll need the following skills to be successful:
- Strong Industry Expertise as well as domain expertise in the field of digital marketing
- Strong understanding of emerging trends like Agentic AI
- Ability to craft and communicate transformational ideas that link Adobe’s value to the customer’s long-term strategic goals
- Proficiency in leading discovery conversations to uncover business challenges, technical requirements, and transformation opportunities
- Capability to align Adobe’s offerings with customer needs and articulate the business value of proposed solutions
- Skill in orchestrating across sales, solution consultants, technical teams, and business units to build a unified customer strategy
- Expertise in leading complex, large sales cycles from discovery through to tech win, acting as the technical authority
- Comfortable leading workshops, presentations, demos, and executive-level discussions with clarity and influence
- A strong partnership mindset with the ability to establish trust with account teams and customer stakeholders
- Driven to deliver results through ownership, follow-through, and commitment to excellence in every phase of the sales process
- Excellent German & English skills, both written and spoken; additional languages are welcome
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.
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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.
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