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About the Role

This role leads the Go-To-Market pillar of the Adobe practice, focusing on pursuits, solutioning, Adobe alliance, account growth, building offerings, and team leadership. The role will tilt heavily towards pursuits during high-pipeline quarters.

Responsibilities

Lead technical solutioning on enterprise pursuits, including architecture narrative, effort estimation, staffing, scope definition, and pricing input.
Own the pitch, craft the story, and present to client executives, defending the proposed approach.
Determine which opportunities to pursue and which to decline, making a case for declining unsuitable work.
Produce accurate estimates and maintain accountability for estimate-versus-actual accuracy.
Serve as the commercial and technical representative within Adobe, engaging with field teams, product, and partner organizations.
Drive co-sell motions, build relationships, generate referrals, and position the company on deals prior to RFP.
Support Adobe's sales motion, including deploying architects for proofs of concept and value realization at Adobe's clients.
Advise against Adobe's preferred products when they are not suitable for the client.
Expand existing engagements through consulting-led growth, focusing on client relationships over staffing volume.
Convert implementation projects into multi-year retained relationships, structuring flexible commercial models.
Build an independent client base beyond referred work.
Create productized offerings, accelerators, reference architectures, and demo assets for practice reuse and sales.
Establish and standardize the pursuit process, including qualification, solutioning, review, and handoff, ensuring repeatability for a growing team.
Ensure a smooth handoff into delivery and remain accountable for renegotiating scope or expectations post-signature.
Hire, lead, and grow a US-based team of solution architects and pre-sales specialists.
Manage team performance, development, and compensation.
Implement AI-native working practices using tools like Claude and Cursor to accelerate RFP response, solution documentation, estimation, demo building, and agentic tooling development.
Establish AI-native practices across the team, including with skeptical members.

Requirements

15+ years in technology, with at least 5 years owning a revenue or pipeline number.
Demonstrable personal growth driven in areas such as portfolio value, win rate, average deal size, and account expansion.
Experience owning or heavily influencing pursuits valued at $1M+, with comfort operating at $10M+ program scale.
A proven track record of meeting commitments.
Deep working knowledge of Adobe Experience Cloud (AEM, EDS, AEP, RTCDP, Workfront, Fusion, Analytics, Target, AJO) sufficient for solution shaping and client architecture conversations.
Sufficient command of content, data, and work management to identify appropriate products for specific problems.
Genuine experience with the Adobe partner motion, including co-sell, alliance management, and field relationships.
Experience owning end-to-end RFP responses, including strategy, team assembly, narrative coherence, and pitch delivery.
Proficiency in executive stakeholder management, including C-suite advisory and handling difficult conversations about scope, timeline, or price.
Experience with US and EU enterprise clients; APAC experience is a plus.
Direct management experience of a client-facing team, including performance reviews and compensation decisions.
Experience working with offshore and nearshore delivery teams (India, LATAM, Philippines) and ensuring effective partnerships.
Agency or consultancy background, with an understanding of billability, utilization, margin, and the commercial impact of inaccurate estimates.
Hands-on daily use of AI tooling for RFP response, solution documentation, estimation, and demo development.
Experience building or directing agentic tooling, not just consuming AI features.
Prior experience within Adobe or extensive partner-side work deploying Adobe services is a plus.
Experience building a practice or offering portfolio from an early stage is a plus.
Adobe certifications across multiple products is a plus.
Experience selling into agency networks or holding-company structures is a plus.
Published thought leadership or an active presence in the Adobe ecosystem is a plus.

Skills

Technical solutioning
Enterprise pursuits
Architecture narrative
Effort estimation
Scope definition
Pricing input
Client pitching
Executive client interaction
Proposal defense
Opportunity qualification
Commercial strategy
Technical strategy
Adobe Experience Cloud (AEM, EDS, AEP, RTCDP, Workfront, Fusion, Analytics, Target, AJO)
Content management
Data management
Work management
Adobe partner motion
Co-sell
Alliance management
Field relationships
RFP response
Executive stakeholder management
C-suite advisory
Team management
Performance management
Compensation management
AI tooling (Claude, Cursor)
Agentic tooling development
Consulting-led growth
Commercial model structuring
Offshore/nearshore team collaboration
Billability
Utilization
Margin analysis

Location

Work Type

Full-time

Experience Level

15+ years in technology
5+ years owning a revenue or pipeline number
Experience owning or heavily influencing pursuits at $1M+
Direct management of a client-facing team

Salary/Compensations

$225,000 - $300,000

About the Company

Code and Theory is a digital-first creative and technology agency founded in 2001, building products, platforms, and experiences for global brands by combining engineering, design, data, and strategy.
The agency delivers transformative digital solutions at scale and partners with a global client roster of Fortune 100 companies and startups.
Code and Theory has teams distributed across North America, South America, Europe, and Asia, and is part of a growing global network including Kettle, Instrument, Left Field Labs, Create Group, Current, and TrueLogic.
The company works across diverse categories including tech, CPG, financial services, travel & hospitality, government, education, media, and publishing.
Key client partners include Adidas, Amazon, Con Edison, Diageo, EY, J.P. Morgan Chase, Lenovo, Marriott, Mars, Microsoft, Thomson Reuters, and TikTok.
The Code and Theory network comprises nearly 2,000 professionals, with a 50/50 split between engineers and creative talent.
The company seeks smart, driven, and forward-thinking individuals.