AVP/Associate Director

Job Description:

We are looking for a dynamic and driven Practice Development professional to support and grow our Adobe practice within the CXM business. This role sits at the intersection of business development, go-to-market strategy, partner (Adobe) relationship management, and internal competency/capability building. The ideal candidate will have a strong understanding of the Adobe Experience Cloud ecosystem, a consultative selling mindset, and the ability to work cross-functionally with sales, delivery, marketing, and partner teams to accelerate practice growth.

Key Responsibilities

• Adobe Relationship Management
  • Staff Augmentation for Key competencies at Adobe. Shortlisting of key profiles and monitor smooth deployment with Adobe
  • Serve as a key point of contact for Adobe Vendor Management, and Competency lead.
  • Manage day-to-day relationship with Adobe stakeholders — joint pipeline reviews, co-selling motions, MDF (Market Development Fund) utilization, and competency level reporting
  • Drive partner certifications, specializations, and tier progression in collaboration with leadership
• Competency & Capability Development
  • Work with delivery and talent teams to identify skill gaps and build a structured competency development roadmap for the Adobe practice
  • Drive certification programs and training plans to strengthen bench strength across Adobe products
  • Support development of reusable accelerators, frameworks, POVs, case studies, and collateral to enhance the practice's market positioning
  • Track and report on practice health metrics — headcount, certifications, utilization, and skill inventory
• Business Development & GTM

Support the creation and execution of the Adobe practice's go-to-market strategy, in alignment with overall CXM business objectives

• Identify new business opportunities, market segments, and use cases within existing and prospective client accounts
• Collaborate with sales and account teams to build pitches, proposals, and solution narratives around Adobe technologies (AEP, AEM, Adobe Target, Journey Optimizer, Adobe Analytics, Adobe Commerce, etc.)
• Track pipeline, deal progression, and revenue contribution from Adobe-led opportunities
• Support RFP/RFI responses, client presentations, and solutioning workshops

• Practice Operations & Enablement
• Assist in organizing internal practice reviews, knowledge-sharing sessions, and thought leadership initiatives
• Contribute to practice-level reporting and dashboards for leadership (pipeline, partner scorecards, competency metrics)
• Coordinate cross-functional initiatives with marketing, HR/talent acquisition, and delivery teams to support overall practice growth

Key Skills & Competencies

• Strong understanding of Business Development and GTM strategy within a technology/consulting/agency environment
• Prior exposure to Adobe Experience Cloud products (AEM, AEP, Target, Analytics, Journey Optimizer, Adobe Commerce) — either from a sales, partner, or delivery background
• Experience managing or working closely with technology partner ecosystems (Adobe, Salesforce, or similar MarTech platforms is a strong plus)
• Excellent stakeholder management and relationship-building skills — both internal (leadership, delivery, sales) and external (partner teams, clients)
• Strong communication, presentation, and proposal-writing skills
• Analytical mindset with the ability to track pipeline, competency, and partner performance metrics
• Ability to work independently in a fast-paced, matrixed organization
• Prior experience in a practice development, partner alliance, or business development role within an IT services/digital/MarTech consulting firm is highly preferred
  
  Qualifications

• Bachelor’s degree in business, Marketing, Technology, or related field (MBA preferred)
• 8–10 years of relevant experience in business development, GTM, partner/alliance management, or practice development — preferably within a digital/MarTech/CXM consulting environment
• Prior experience working with or alongside Adobe (or similar enterprise MarTech platforms) strongly preferred
• Adobe certifications (Business Practitioner / Sales / Solution Consultant level) are a plus, though not mandatory

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