Partner Strategic Pursuit Lead - Accenture

Role Overview

Adobe’s Strategic Partnership Program (SPP) wins when we operate in deep partnership with global system integrators (SIs) and co-create transformational opportunities that unlock multi-year customer value and scale. The Partner Strategic Pursuit Lead (Partner SPL) is the senior, consultative seller who leads Adobe’s transformational co-sell motion with priority SIs.

Partner SPLs operate as embedded leaders inside partner accounts by earning trust, commanding credibility with senior SI sellers, and shaping joint strategy long before a customer opportunity exists. They run a parallel sales cycle with SI account leadership to originate $10M+ transformational deals, co-create industry-led value narratives, and drive early-stage solutioning that accelerates Adobe’s sales cycle and strengthens SI service growth.

This role exists to originate and accelerate transformational pipeline, integrate Adobe into partner-led motions, and ensure Adobe and the SI show up as one strategic team in front of the customer. Partner SPLs lead the motions that produce predictable partner-led pipeline, stronger joint influence, and a scalable engine for transformation-led growth.

What You’ll Own

Partner-Centric Opportunity Origination - Develop and execute a repeatable process for identifying, qualifying, and originating transformational opportunities across named SI partners. Build the early-stage “hook” that aligns client priorities, SI strategy, and Adobe value.

Executive Influence Across the SI - Operate as a senior, consultative seller inside SI offices. Build credibility with senior sellers, sector leaders, strategy teams, and account partners. Expand internal SI awareness of Adobe to surface new opportunities.

Dual-Sales-Cycle Leadership - Run a structured partner-facing sales cycle in parallel to the customer cycle - discovery, objection handling, stakeholder mapping, trust building, and alignment.

Joint Value Narrative & Early Solution Shaping - Co-create compelling joint POVs with Adobe and SI leaders. Lead early-stage solutioning that sets the foundation for strong pursuits and accelerates the client engagement motion.

Partner + Adobe Alignment on Priority Accounts - Drive clarity and governance across Adobe SPP ecosystem (SPL, Accelerate, Specialists, COE, DSG) and the SI leadership team. Ensure both organizations operate from a unified execution plan.

Transformational Pursuit Acceleration - Lead partner-facing pursuit motions from DR Stage 1–3. Identify risks early, create pursuit governance, and prepare both firms for seamless client engagement.

Originate and Close Large Deals - Partner SPLs are senior consultative sellers. You originate transformational opportunities and co-lead closing motions alongside Adobe SPLs and SI senior sellers.

Core Responsibilities

·       Identify and qualify transformational opportunities with named SI partners

·       Build early joint value narratives that anchor Adobe + SI strategy

·       Lead partner-side discovery, objection handling, and stakeholder alignment

·       Command credibility with senior SI sellers and influencing stakeholders

·       Build deep, embedded presence inside partner office environments

·       Co-create transformational POVs with SI executives and Adobe SPP

·       Orchestrate joint executive engagement and readiness across both firms

·       Own early solution shaping and DR discipline (Stages 1–3)

·       Maintain unified account strategies, governance, and execution plans

·       Partner with SPLs and Accelerate to drive deal momentum and close large opportunities

·       Expand internal partner awareness to surface and warm future targets

·       Influence multiple SI leadership tiers: alliance, sector, industry, strategy, and delivery

·       Escalate early to remove friction, misalignment, or risk across Adobe and the SI

What Great Looks Like

Has Instant Credibility With Senior SI Sellers - You are a seasoned consultative seller - able to sit with senior SI executives and speak their language on transformation, industry challenges, services economics, and customer strategy.

Operates as a Leader by Leaders - You influence without authority, command respect, and elevate the room. SI leaders look to you as a peer. Adobe executives trust your judgment and rely on your read of partner dynamics.

Leads With Industry and Transformation First (Not Adobe First) - Your opening pitch is about t