Role Summary
As an Enterprise Deal Strategy Consultant, you will be the decisive authority on deal approvals within the EMEA region. Your role will be pivotal in ensuring that customer proposals and contracts align with our strategic goals and financial principles. You will coordinate and manage the Enterprise C&P business, providing senior leadership with valuable insights and analysis on customer trends, deal structures, and product information. This is an outstanding opportunity to significantly influence Adobe's financial strategy while collaborating with cross-functional teams to develop scalable solutions.
Key Responsibilities
* Serve as the primary EDS approver for EMEA Enterprise deals.
* Review deal structures for compliance with pricing, discounting, margin, and booking policies.
* Approve or reject deals based on strategic alignment and commercial viability.
* Document decisions and provide clear rationale for approvals or rejections.
* Advance deals that exceed authority thresholds with detailed recommendations.
Governance & Decision Quality
* Enforce consistent application of approval policies across EMEA.
* Ensure decisions protect long‑term revenue integrity and customer value.
* Balance sales objectives with risk management through effective decision‑making.
* Maintain comprehensive documentation for all deal approvals.
Deal Desk Team Partnership
* Partner with the Deal Desk to deliver timely and accurate assessments on customer proposals
* Ensure high‑quality information, analysis, and documentation is maintained observing best practices.
* Review and provide feedback to ensure decision quality for output.
Quarterly Deal Analysis & Executive Reporting
* Provide and present quarterly insights on EMEA deal activity, including trends and risk analysis.
* Leverage data and formulate actionable reports for leadership.
* Identify and recommend adjustments to policies and pricing based on recurring issues.
* Strategise go‑to‑market with future requirements.
Cross‑Functional Partnership
* Communicate approval outcomes and rationale with Sales leadership.
* Collaborate with Finance, Legal, and Revenue Operations on critical issues.
* Ensure regional consistency in deal governance by aligning with global leadership.
Required Qualifications
* Degree or equivalent experience in Finance, Business, Economics, or a related field.
* 7–10+ years of background in Deal Desk, Revenue Operations, or Finance.
* Demonstrated experience in roles with deal approval responsibility.
* Strong understanding of complex deal structures and EMEA commercial practices.
Preferred Experience
* Experience working within global or matrixed organisations.
* Knowledge of revenue recognition principles.
* Proficiency with Dynamics and CPQ tools.
key Skills & Proficiencies
* Decisive judgment and ability to challenge where necessary.
* Strong financial competence and risk assessment skills.
* Executive‑level communication with data storytelling.
* Attention to detail and a strong governance approach.
* Ability to influence and initiate discussions.
Success Metrics
* Uniformity and excellence in approval decisions.
* Clear reasoning behind deal approval and rejection.
* Reduction in policy deviations.
* Punctuality and standard of Deal Desk deliverables.
* Influence of quarterly deal insights.
* Leadership confidence in EMEA deal governance.
About Adobe
Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry‑leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.
Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.
Equal Employment Opportunity
Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic. Learn more.
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