Substance

Business Architect (BB-1E3AE)

Found in: Neuvoo DK

Description:

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!

The Opportunity

Business Architects are a key pillar of the ACS pre sales organization, responsible for embedding Digital Performance Strategy, Full Service, Adoption and Digital Learning offers into ACS opportunities. The team will play a crucial role in accelerating the growth of these ACS offers via direct involvement in specific sales opportunities, crafting a scaled approach to selling these services and evangelizing the value and benefits of these services.

What you'll do

To be successful, the Business Architects team will need to forge strong process and relationships with the following teams and roles: Client Partners have Sales and Delivery ownership for a set of named Services customers, accountable for all Services activity with those customers, and for the strategic oversight and growth of Adobe’s Services business with those customers.

  • Services Sales. Client Partners and PSS are a key counterpart to the Business Architects. The BA will work on a day to day basis with CPs and PSS on specific opportunities. The role of the BA is to build the relevant CX, Digital Performance and Learning Services into the opportunity.
  • Delivery Organization. The Business Architect team will work with the delivery team to handover Closed – Won opportunities to ensure seamless transition from the sales process to the delivery of the sold solution. The Delivery organization will provide vital feedback on the successes and learning opportunities from active projects that will advise how we take these services to market in the future
  • Services Marketing. The strong relationship between Services Marketing and the Business Architect team will be crucial in ensuring continual improvement of the relevant services.
  • Solution Architects. The Solution Architects and Business Architects will be key partners in ensuring we complement implementation projects with the vital DP, Full Service and Learning Services to ensure long lasting value realization for our customers.
  • License Sales Team. Evangelizing the value of these services with the License Sales team will be key in setting expectations correctly early in the sales cycle with the customer around the necessity of CX, Digital Performance and Learning Services in digital transformation projects.
  • The daily routine of the Business Architect will be varied and will include the following key elements

  • Customer Facing Pre Sales Consulting. The BAs will be attached to individual opportunities on demand. The role of the BA is to follow the well established pre sales process to conduct deep discovery with customers to understand their business objectives, map these objectives to ACS offers, build estimates of programs of work and bring together these elements into compelling proposals. The BA will build trust with the customer during the sales cycle as a trusted advisor rather than a sales person.
  • Scaling BA Pre Sales Consulting. The BAs are a scarce and valuable resource and will focus their customer interaction on the largest and most strategic opportunities. The BA team will need to define and implement process and strategy that allows the ACS sales organization to position and sell CX, Digital Performance and Learning Services to all other ACS opportunities, regardless of size or strategic value.
  • Sales Cycle Process. The BA team will need to take part in key stages of the sales cycle. This will include assigning BA team members to relevant opportunities both proactively and reactively, following the pre sales consulting methodology, and participating in deal reviews and handover sessions
  • Offer Development. The BA team will take feedback from a variety of sources regarding the perceived and actual value of ACS offers across CX, Digital Performance and Learning Services. This feedback will advise the team on how to iterate and improve on how these offers are taken to market
  • Administration. Administration is kept to a minimum in this role. The BAs will need to ensure SFDC cases are kept up to date with the relevant status, notes and assignments. As well as ensuring efficiency in collaboration with other teams in the sales cycle, this will allow the team to be data driven in decision making around resource and strategic direction.
  • What's needed to succeed:

  • 5-10 years Extensive and proven experience of working in a consulting environment, of previous consulting experience, preferably in a business consulting firm
  • Relevant 4-5 years prior experience in services delivery, sales or pre sales
  • Proven experience in digital transformation projects
  • Strong organizational and leadership capabilities. Ability to lead and empower high-caliber technical teams
  • Strong executive presence with the ability to influence without authority
  • Excels in communication skills: verbal, written and presentation
  • Business sense: ability to speak to value drivers via story telling
  • Deep Digital Marketing experience is preferred a plus
  • Exceptional analytical and quantitative problem-solving abilities
  • Demonstrated leadership in a teaming environment
  • Ability to effectively navigate sophisticated client situations
  • U nderstanding of business case design and value-based outcome engagements
  • Experience in selling strategy, implementation and full-services engagements
  • calendar_today6 hours ago

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