As an Adobe Sales Executive overseeing strategic partnerships, I lead a team responsible for developing the commercial strategy to secure Adobe's most significant collaborations. This involves strategizing, negotiating, and closing deals with key partners to drive business growth and mutual success.

Leads a team responsible for orchestrating operational excellence in creating and optimizing Adobe’s large-scale opportunity sales process for competitive and complex sales opportunities, as well as building out the strategic best practices to expedite and simplify the sales process during critical phases of the Deal Cycle.

Chosen to lead assignment over EMEA region to bring thought leadership and innovative deal expertise to the various sales regions.• Spearheaded cross region deal reviews to get ahead of potential road blocks, engage ecosystem players early and collaborate on best practices to facilitate closure• Enhanced international sales enablement on Adobe Experience Manager, centralizing knowledge repository and coaching on deal strategy best practices• Evaluated the deal cycle and buying patterns of the various regions and introduced innovative practices for implementing success plans tailored to each unique market• Cultivated international relationships and expanded business practice knowledge of multiple countries

• Actively manages deal approval process - analyzing margins, contractual structure and terms to ensure deliverability and profitability in the Digital Experience BU• Unique expertise in Experience Manager encompassing product knowledge, licensing, pricing, strategy and cloud hosting & infrastructure - allowing streamlined operational efficiency in deal strategy and approval for North America• Cross functionally works to facilitate process improvements to increase deal velocity; implemented new quoting tool to allow increased approval authority for deal desk and partnered with internal IT teams to develop North America renewal process and reporting• Partners closely with key stakeholders to structure enterprise deals and provide operational recommendations and enablement to ensure field sales success• Routinely identifies barriers affecting deal performance and works to develop playbooks that can overcome challenges, and train the deal desk analysts and sales on improving results

▪ Manages execution of the deal approval process, meeting with sales teams and pitching sale to internal corporate stakeholders (Business Units, Legal, Sales Operations, Sales Finance, Audit and Compliance, and other corporate functions)▪ Participates in customer meetings during the deal creation, facilitating the deal structure and negotiation process, collaborating with sales to ensure successful deal closure▪ Deal Desk Lead Analyst for Canada and Western USA – supports 5 Area Vice Presidents and 31 Account Executives; helping to forecast deal status, managing multiple complex deals, and compiling and analyzes data to facilitate deal flow of team▪ Contract creation, negotiation and due diligence – managing the execution of multiple high visibility complex deals and facilitating closure of ~$41MM in Team Enterprise bookings in FY2015▪ Established process improvement for Team Enterprise by developing more efficient deal engagement protocol through a custom legal template leading to quicker turn-arounds▪ Subject matter expert on Adobe Experience Manager – built training to teach Deal Desk about the product and unique contract process associated with Managed Services, has in depth understanding of the legal playbook and serves as main point of contact to all of Deal Desk for AEM related questions and processes.

▪ Solution oriented development and creative direction of field tools, reports and enhanced approaches to field sales, technology and information needs.▪ Identifies and quantifies competitive opportunities for sales reps, optimizing tracking to create a unified direction for field sales to effectively target clinics in their territory.▪ Collaborates with senior management and account managers to develop programs, promotions and contracts with an optimized ROI Account support; analyzes performance of corporate contracts/programs and develops recap reports, creating effective sales strategies for continued growth of corporate accounts.▪ Project management; Strategically plans and manages the design, development and implementation of field technologies and sales force automation programs that support the field reps and product portfolio▪ Developed training materials and presentations for sales team; providing support and conducting field-level educational trainings and assist in skill development▪ Develops strategic messaging and concepts to increase enrollment and repeat purchase within our online ordering system for industry professionals

▪ Expertly represented Purina’s veterinary diet line by exhibiting proficient nutritional and disease process knowledge in formal presentations and round table discussions▪ Developed and executed territory specific distributor incentive programs to increase sales of select SKUs and continue to build collaborative working relationships▪ Managed territory budgets in a creative fashion to optimize funds and maximize ROI▪ Proven ability to maximize corporate promotional opportunities, growing accounts 145.8%for 2011▪ Achieved 102.3% of product goals in 2011 and 115% of diet line growth goals and 224% of sachet growth goals in 2010▪ Effectively launched new product within territory, resulting in fifth highest sales nationwide for 2011 while also achieving 101.1% of strategic brand growth on target SKUs▪ Built relationships, developed and negotiated sales contracts and managed a national corporate account with annual revenue representing 10% of the region’s total business

▪ Managed execution of 100 retail accounts in assigned territory to maximize profitability utilizing customer education, equitable pricing discussions, and promotions while ensuring adequate product availability in contracted accounts▪Assisted in national launch of Camel Snus - Penetrated new channels of distribution to grow share of market by negotiating first sale into San Francisco airport ▪ Cultivated relationships with customer base and uncovered new customer needs to maintain competitive edge and assist in the increase of brand share of market while exceeding company goals and objectives▪ Strategically planned and executed both long- and short- term objectives to drive optimal performance and share growth▪ Assisted in developing new employees with relationship skills in top accounts and build foundation for future success within company▪ Built and enhanced a solid foundation of consumer marketing brand strategies which allowed for acceleration in company practiced relationship marketing efforts by conducting consumer engagements at retail outlets

▪ Solution oriented development and creative direction of field tools, reports and enhanced approaches to field sales, technology and information needs.▪ Identified and quantified competitive opportunities for sales reps, optimizing tracking to create a unified direction for field sales to effectively target clinics in their territory.▪ Collaborated with senior management and account managers to develop programs, promotions and contracts with an optimized ROI Account support; analyzes performance of corporate contracts/programs and develops recap reports, creating effective sales strategies for continued growth of corporate accounts.▪ Project management; Strategically planed and managed the design, development and implementation of field technologies and sales force automation programs that support the field reps and product portfolio▪ Developed training materials and presentations for sales team; providing support and conducting field-level educational trainings and assist in skill development▪ Created strategic messaging and concepts to increase enrollment and repeat purchase within our online ordering system for industry professionals

▪ Created and implemented a search engine optimization programs▪ Collaborated with project managers to define campaign goals and tactical plans for nationwide business-to-business campaigns▪ Assisted in online campaign execution, weekly reporting and budgeting, and developing client presentations of campaign results