Head of Adobe Strategic Partnerships - REMOTE

The goal of the VP, Adobe partnership role is to lead and grow Acxiom's Adobe partnership and business.

This will be a growth role with a focus on leading the Acxiom / Adobe partnership in the experience cloud ecosystem. It spans Acxiom and Adobe as go-to-market partner, as well as Adobe as a client of Acxiom. Acxiom and Adobe announced a strategic partnership earlier in 2024 encompassing product integrations, services, and go-to-market commitments. The partnership also involves alignment with IPG, the global holding company that Acxiom is a part of.

The VP owns the relationship with Adobe and oversees and maintains a consultative partnership, acting as the primary contact and partner for all Acxiom + Adobe products and services. They work closely with Adobe to regularly review partnership and solution performance, identify and communicate opportunities and manage issues and risks. Finally, they are responsible for developing the business by identifying and developing additional opportunities.

The role will be accountable for success of the partnership: setting and maintaining the business plan, defining cross-functional initiatives to deliver on the plan, and meeting targets for the partnerships including revenue, pipeline creation, product integration commitments, and strategic objectives.

Its a role with significant cross-functional leadership requirements including Acxiom teams (sales, product, engineering, delivery), partner teams (field sales and partnership orgs) and alignment with IPG where appropriate.

It's a leadership role with direct reports in program management, and matrix reports in business development, marketing, and solutions engineering.

Business Development:

• Field inbound requests for services work against committed contract. Build pipeline of opportunities, and lead and develop new business opportunities, through the sales process -- working collaboratively with Acxiom and Adobe Sales, Sales Enablement, and Partner teams
• Execute on Acxiom's vision and value proposition with specific partners in the Marketing Cloud / CDP ecosystem also with the participation of exec, sales, product, and delivery leadership
• Build pipeline of opportunities, and lead and new business opportunities, through the sales process -- working collaboratively with Acxiom Sales, Sales Enablement, and partner Sales teams
• Drive creation of Acxiom client-facing sales materials for partnership offerings including sales decks and partner marketing materials
• Monitor and manage performance metrics/measurement across the partnership portfolio

Financial & Contract Management:

• Oversee financial management of the partnership: monthly progress against commitment, margin, revenue growth and upside
• Maintain pipeline in Salesforce along with support of Sales Operations
• Ensure handling of contracting and related paperwork including SOWs, etc with the support of Sales Operations

Client Management - Sales & Account Management:

• Oversee strategy and execution of "Adobe as a Client" projects
• Align with Acxiom and Adobe Sales team members on pursuit and execution of new opportunities
• Support Adobe in resell of Acxiom products
• Align with other IPG agency client, strategy, or other leadership for cross-agency sales pursuits and joint offering development
• Escalation point for any sales engagement issues related to the partnership

Client Management - Product Integrations

• Ensure delivery of Acxiom / Adobe integrations are executed to timelines, and meeting expected requirements

What you will need:

• 10+ years of experience in marketing tech, digital, marketing services industry, and/or strategic partnerships.
• 4+ years of experience in solution sales or partnership sales
• Bachelor's degree and master's degree in a related field from an accredited college/university
• Demonstrated success in building and nurturing win-win alliance relationships
• Ability to create new and creative partnership solutions and joint value propositions
• Strong networking and influence management skills that translate into building commitment and driving actions across organizational boundaries
• Ability to present to senior level executives as well as run and facilitate strategic working sessions
• Highly credible communicator with excellent organization and project management skills and track record of delivering results
• Ability to manage a large and complex relationship and book of business with high visibility and multiple workstreams #GD17

Primary Location City/State:

Homebased - Conway, Arkansas

Additional Locations (if applicable):

Acxiom is an affirmative action and equal opportunity employer (AA/EOE/W/M/Vet/Disabled) and does not discriminate in recruiting, hiring, training, promotion or other employment of associates or the awarding of subcontracts because of a person's race, color, sex, age, religion, national origin, protected veteran, military status, physical or mental disability, sexual orientation, gender identity or expression, genetics or other protected status.

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Attention Colorado, California, Connecticut, Maryland, Nevada, New York City, Ohio, Rhode Island, and Washington Applicants: This position is not located in the aforementioned locations but applications for remote work may be considered. For information about this role under state or local equal pay or pay transparency laws, please contact [email protected].