The Opportunity

There are billions of Business Professionals and Consumers in the world who want to be both creative and efficient to accomplish their objectives. They see AI and conversational interfaces as a more productive way to accelerate creative storytelling and to quickly synthesize information across multiple documents. They are looking for quick and easy tools that are available on every computing surface and an easy onramp that allows them to trial products and subscribe based on the value derived. As the need for creative expression continues to grow exponentially, creativity and productivity are merging. AI can make them more creative and productive in their business context. 

The job of the BP&C sales team is to bring this guiding message to our enterprise customers and to show how Adobe can provide value and compete against a new host of broad-based productivity products in the market. 

Business Goals

The opportunity described above for Business Professionals and Consumers will be the driving force of the Business Professionals and Consumers sales (BP&C) team. That team will be responsible for Adobe Acrobat and Adobe Express in the enterprise segment. Those products have increasing interconnected enterprise workflows that allow business professionals to understand and synthesize documents and other corporate material to produce highly designed and creative output via Express. This combination of insights and creativity lies at the center of what are customers are seeking and what the BP&C sales team is chartered to represent. 

Team Traits

The BP&C team needs to have the following traits: 

• New Landscape & Knowledge – well-versed in a new landscape of productivity tools that are being positioned across the enterprise and how Adobe’s offerings stack up against a new competitive landscape.

• Demand-led Sales – the ability to identify net new use cases for business professionals, to run a full sales cycles from deck and demo to identification of pain and metrics to POC to close as both out of cycle and part of a renewal.

• Pipeline Generation – personal responsibility over pipeline generation to new functional buyers of our business professional offerings beyond the traditional Acrobat user and into marketing, field sales, and knowledge workers.

• New Products & Demo – the ability to personally sell, position and demo Acrobat, Express plus a host of potential new products and offers including integration of Express into Co-Pilot, ChatGPT and other business professional products and integrations from Adobe. Members of this team are proxies for knowledge workers so therefore this team needs to show how companies can benefit from our offerings personally. 

• Technical Knowledge, Curiosity & Understanding – the ability to do simple demonstration of products without technical help to demonstrate the value and ease of use of our products to the business professional.

• Change Agility & Growth Mindset - Comfort operating in ambiguity and evolving GTM. Willingness to test/learn new plays and iterate quickly. Ability to influence peers to adopt the new persona-based approach.

• Cross-Functional Influence & Internal Navigation - Ability to work with PMM on use cases and industry plays. Ability to partner with core sellers for multiproduct deals without channel conflict. Ability to influence product and GTM teams with persona feedback.

• Strong Operational & Pipeline Discipline - CRM excellence (Clari hygiene, usage tracking, qualification). Velocity pipeline motions (prioritization, expansion triggers). Strong collaboration with Marketing, BDR, Renewals, and Product for feedback loops.

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Specialist Requirements 

• Pipeline Generation – personal responsibility and activity around pipeline generation with weekly expectation of 5/5 outbounding of 5 contacts to 5 accounts per week. Will do personal outbounding in addition to working with and directly BDR to hit a target of 3 new business meetings (representing expansion or new opps) per week. 

• Technical Understanding, Curiosity & Ability to Demo – understanding of Acrobat, Express, Express integrations with ChatBots and net new products that might be introduced by Adobe into this audience. A clear understanding of the competitive landscape for “worker” productivity tooling including Co-Pilot, ChatGPT, Canva, Gamma and others. The ability to demo on sales calls both Acrobat/AIA/Spaces, Express and Express integrated into ChatBots including net new use cases like generative presentations and other that represent net new enterprise workflows which span our products. 

• LOB Personas – ability to reach out to, message and hold sales conversations with line of business personas including C-level or C-level –1 roles in sales, marketing, IT, finance, HR, legal and more. 

• Deal Progression & Business Case – the ability to run a complex enterprise deal cycle from initial meeting through proof of value to business justification and close both as part of a renewal, but equally importantly, through anniversaries and out of cycle.

• Competitive Positioning – the ability to clearly articulate why Adobe’s solutions are better than other products in market for PDF clones, but more importantly, through a host of new productivity tools in the market today including CoPilot, ChatGPT, Canva, Claude, Gamma and others. Fluency in real-world use cases: Sales decks, HR onboarding workflows, operations playbooks, marketing content creation, contract workflows. 

• Executive Engagement – the ability and willingness to engage with the highlevel levels of our enterprise customers to talk about Adobe’s offerings in the business professional space. Clear ability to “hold the room” at a CEC, to speak other customers success with our products and beyond. 

• Leading Indicators – personal responsibility and ownership over leading indicators in meeting counts of 3 new business meetings and 10-15 customer meetings per week. 

• Commercial Acumen & Deal Strategy - ability to run full deal cycles for professional-grade tools. Expertise in identifying expansion signals (usage, seat growth, departmental adoption). 

• Consultative & Solution-Based Discovery - Ability to demo AI-powered workflows that combine multiple Adobe products. Ability to translate AI capabilities into productivity/business outcomes, not technology. Proficient in ROI justification around “cost savings” or “revenue growth”. Ability to lead consultative conversations with cross-functional teams. Distilling complex customer needs into 1–2 high-impact value drivers. Framing problem statements and ROI for executives and end-users. 

• Product Evangelism & Customer Education - Skilled in running workshops, enablement sessions, demo days. Ability to simplify complex workflows into intuitive stories. Evangelizing Adobe’s AI productivity stack in a way that resonates with non-creative, non-technical buyers. 

• Slack – ability and willingness to communicate via Slack for deal updates, team communication and communication broadly with product and marketing spanning our BP&C products.