יש לשלוח את קורות החיים באנגלית לכתובת: aisrael@adobe.com
Desktop Sales Engineer (DSE) is a team-oriented role with a wide technical remit. The DSE is required to work on all Adobe products and share their experience with other team members in the group. DSE will be required to focus on the Creative Suite and Acrobat products and gain Adobe accreditation on these products. He will be required to maintain general awareness of both technical and market trends and how these influence the regional sales goals.
Main emphasis of this role is to provide the sales, marketing and partners with technical assistance during a sales cycle/event/partner initiative, build a strong long-term business relationship with specific accounts, maintaining visibility of the overall sales objectives and product strategy. This involves offering sales person(s) the direction on technical requirements, identifying opportunities where Adobe based solutions can bring significant business benefit to a customer/partner – such as increased efficiency, improved productivity, reductions in costs, better quality output, etc.
Responsibilities
· Technical Leadership – Providing technical leadership in the pre-sales cycle and manage all technical aspects in relation to the design of effective solutions, ensuring that integration of the proposed solution can be accomplished.
· Building Client Relationships – Working closely with key client contacts to develop strong business relationships – essentially establishing and maintaining the Adobe business partnership.
· Opportunity Identification – Understanding the client’s business and IT strategies – identifying opportunities where Adobe technology can be harnessed to improve the business processes and procedures, increase the quality of output and in general add significant business benefit.
· Information Gathering – Performing onsite client workshops and interviews to gather and understand the current and future business environment and the associated requirements.
· Business Process Streamlining – Working with the client to identify, streamline and automate their business processes.
· Management of Client Expectations – Ensuring that the client is made aware of: the benefits associated with a Adobe solution; the potential risks; the business impact; and any other issues associated with the overall solution.
· Proposal Development – Participate in the development of a proposal that outlines the client’s requirements, the proposed solution, the effort required and the associated costs/timescales. This document will be produced in collaboration with the project manager, system architects, the sales account manager and the solution delivery team, where appropriate.
· Client Presentations – Assisting the sales team in developing and presenting the benefits of Adobe solutions to the client base, including customer presentations, workshops and seminars.
· Training and workshops – Assist with product training and workshops to partners and strategic customers.
· Solution delivery – Responsible for the prototype development and implementation of proof of concept solutions that address the client’s requirements within given sales cycle timeframes. This includes installation of the proposed solution in the client environment, including hand over and knowledge transfer.
· Ongoing Technical Awareness – Keeping up to date with existing and planned Adobe technologies and environments as well as keeping abreast of current trends in the general IT marketplace.
Requirements
· Excellent English language skills – both written and spoken
· Broad understanding of Adobe desktop solutions and emerging trends
· Ability to travel up to 75%
· Must be self-managed, responsive, and dedicated to customer support
· Exceptional organizational, presentation, and communication skills
An here is my short summary:
Desktop presales covers wide range of desktop products – Creative (consisting of didigtal imaging/digital vide), Print and Web, Acrobat and to certain extend some developer products.
He/she needs to be able to work in target verticals – publishing, advertising, marketing, corporate communication and be able to identify opportunities for our products.
Desktop presales job consists of three large focus areas:
1. Business development with large clients (ideally supporting the account manager from a technical and demo aspect but sometimes working independently)
2. Product evangelizing – doind demos, seminars, presentations to wide audience
3. Supporting channel – sales/product knowledge enablement, supporting channel led opportunities
That means that desktop presales strongly interacts with three other teams inside Adobe (marketing, account managers and channel)
Key qualities:
Ability to learn and interact with customers
Strong presentation skills
Understanding of our desktop products and how to apply them in different market segments
Some creative background is very useful
