As the Director of Pre‑Sales for Adobe Customer Solutions (ACS) in EMEA, you will shape the strategy and execution of one of Adobe’s most important growth engines. Adobe Customer Solutions (ACS) provides a new generation of post‑sales services that deliver measurable business outcomes across: Teach me (Premium Learning Services, Advice me (Ultimate Success), Build with me (Integrated Services) and Build for me (Consulting Services). 

In this role, you will lead and scale a high‑performing team of Business Architects and Solution Architects across EMEA supporting ACS sales. Your mission is to ensure ACS service offering is strategically positioned early in the sales cycle, clearly articulating the value and outcomes of Adobe’s post‑sales solutions. 

You will partner closely with Adobe’s license sales teams to drive customer discovery, build consulting scopes, design digital maturity roadmaps, and present actionable recommendations to senior executives. 

Success requires hitting services bookings targets, driving strong proposal conversion rates, building a robust forward‑looking pipeline aligned with Adobe innovation, and ensuring seamless execution within Adobe’s “One ACS” go‑to‑market model. 

Key Responsibilities 

1. Strategic Pre‑Sales Leadership 

• Implement the new ACS vision and business lines with the support of ACS Global Sales team 

• Integrate ACS services into the earliest stages of the sales motion. 

• Partner closely with ACS Account Executives and broader Sales teams to position the new ACS post‑sales portfolio. 

• Oversee rigorous customer discovery, solution design, and proposal development focused on clear business outcomes (e.g., revenue acceleration, customer experience improvement). 

2. Pipeline Accountability & Executive Engagement 

• Grow the services pipeline in line with DX innovation, ACS priorities and pipeline gaps 

• Improve proposal win rates across the region. 

• Lead executive‑level customer engagements and proposal defences for top opportunities. 

• Align with CXO license Solution Consulting leadership to ensure strategic resourcing for high‑priority deals. 

3. Operational Excellence 

• Optimize pre‑sales processes, tools, and ways‑of‑working to increase deal velocity and scale bookings. 

• Establish a staffing model that ensures the right expertise is deployed at the right time. 

• Champion innovative methodologies (e.g., robust POVs, Adobe’s Scopezilla scoping tool) to differentiate ACS recommendations. 

4. Seamless Handoff to Delivery 

• Partner closely with delivery teams to ensure the accuracy, clarity, and feasibility of pre‑sales scopes. 

• Provide high‑quality documentation and expectations‑setting to minimize rework and improve customer satisfaction. 

5. People Leadership & Team Development 

• Recruit, lead, and develop a high‑performing, diverse EMEA pre‑sales team. 

• Set clear goals, manage performance rigorously, and reinforce Adobe’s values. 

• Foster a culture of learning, innovation, collaboration, and strong team engagement. 

What You Need to Succeed 

• MBA or equivalent advanced degree or equivalent experience 

• Significant experience in a leading consulting environment  

• Demonstrated success hiring, leading, and mentoring high‑performing teams 

• Proven ability to scope and sell large‑scale enterprise transformation programs 

• Strong understanding of industry trends and Adobe Digital Experience solutions 

• Experience leading customer engagements in marketing, digital transformation, or customer‑experience domains 

• Exceptional analytical and problem‑solving capabilities, with the ability to build new frameworks and intellectual capital 

• Operational attitude with a passion for scale, process improvement, and measurable impact 

• Experience navigating and influencing in highly matrixed organizations