Overview / Summary
Sales Systems and Tools supports the Digital Media GTM (go-to-market) and Sales and its ability to realize its strategy by defining, developing, and implementing new or updated business processes, systems, systems functionalities and features, reporting and other tools to enable optimal effectiveness and efficiencies.
This role is the liaison between Digital Media (DMe) Sales Systems & Tools and Sales Operations. The role requires strong communication skills, along with facilitation, prioritization and scope management. Strong sales process and CRM technologies expertise are required.
Leads process improvement initiatives through the disciplined use of measurements, accountability, analysis and discussion of process alternatives to arrive at best practices.
Plans, manages, and controls the activities of a team that provides operational support for a business segment, group or team.
Brings expertise or identifies subject matter experts in support of multi-functional efforts in process improvement, data capture and analysis, infrastructure support, tool ownership and compliance with procedures, etc.
Advises business groups by providing strategic direction to initiative prioritization, integration and resource application.
Ensures that policies and procedures align with corporate vision. Selects, develops, and evaluates personnel ensuring efficient operation of the function.
Maintain roadmaps to track assigned process/system/tools.
Oversees the work of external vendors, as needed.
Manages project plan, as necessary.
Ability to deal with ambiguity and uncertainty around projects and initiatives.
Drives and participates in large cross functional meetings.
Navigates the competing needs of multiple stakeholder groups.
Ability to resolve conflict and reach consensus for the good of the company.
Understands the way the business currently operates and figures out how to improve it.
Business Analysis (Understanding the Business)
Acts as primary liaison from DMe Sales Systems & Tools to Sales Operations and other corporate groups.
Understands strategic goals of assigned projects or initiatives.
Interviews business partners and stakeholders to understand business requirements.
Identifies dependencies on business teams.
Acts as driver for assigned projects/functions.
Stays abreast of evolving business and user needs.
Responsible to review and approve project deliverables.
Builds and/or oversees the building of new or updated sales processes/systems.
Stays close enough to the business to proactively identify and recommend new or extended opportunities to enhance sales operations, business processes etc…
Acts as change agent and advocate when participating or driving any initiative or project.
Participates in large cross functional meetings.
Based on interviews and current understanding of the systems and processes involved, identify key requirements or epics.
Works with Sales Ops Product Owner to break epics down into smaller requirements in a user story format.
Participates with Sales Ops in design sessions to build out product.
Grooms backlog by setting priorities.
Tracks progress of user stories.
Works with Sales Ops to ensure stakeholders and business partners are demoed the product.
Creates process flow charts for new or changing business processes.
Coordinates the creation of UAT scripts and the execution of UAT.
Responsible for the system and processes working end to end by either testing themselves or coordinating testing my subject matter experts.
Participates in creation and execution of cutover plan including but not limited to production testing and data migration.
Builds strong relationships with business partners and stakeholders.
Understands how data is structured and can translate impact to business process or data migration.
Helps business partners and stakeholders envision the future and how their work will need to change to support the future.
Effectively handles escalations to management and project teams.
Ensures there are no communication gaps when launching projects and initiatives.
Keeps business partners and stakeholders abreast of developments and progress through routine and ad hoc reporting and other communications.
Highly Communicative with project team, Sales Operations team, IT and other cross functional operational teams.
Connects his/her projects and initiatives to bigger Adobe picture.
Investigates and proposes projects to meet business needs or corporate goals.
Ability to improve business process with limited resources.
Takes initiative to investigate current business and propose new projects or initiatives.
Drives team in reaching final decision of projects and initiatives.
Ability to mitigate risks and build contingency plans.
Eliminates road blocks and provide guidance to project teams.
BS degree or equivalent experience required. MS degree a plus.
At least 10 years’ experience in the high-tech industry.
Stakeholder management, and ability to run stakeholder meetings
Business Analyst working with Sales with a minimum of 5 years’ hands-on experience with Salesforce.
Experience with upstream & downstream processes & solutions to CRM capabilities such as Lead Management, Opportunity Management, CPQ, Quote-to-Cash, and Customer Success Management.
Experience working with or in Sales Operations
Experience with common Product/Project Management and Collaboration tools (JIRA, Smartsheet, MS Planner, MS Teams, Slack).
PMP & Agile certifications
Certification in process improvement methodologies (e.g. Six Sigma)
Salesforce Administrator certification is a plus
MS Dynamics certification is a plus
At Adobe, you will be immersed in an exceptional work environment that is recognized throughout the world on Best Companies lists . You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely.
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Adobe is an equal opportunity employer. We welcome and encourage diversity in the workplace regardless of race, gender, religion, age , sexual orientation, gender identity, disability or veteran status.