AVP/Associate Director

Job Description: We are looking for a dynamic and driven Practice Development professional to support and grow our Adobe practice within the CXM business. This role sits at the intersection of business development, go-to-market strategy, partner (Adobe) relationship management, and internal competency/capability building. The ideal candidate will have a strong understanding of the Adobe Experience Cloud ecosystem, a consultative selling mindset, and the ability to work cross-functionally with sales, delivery, marketing, and partner teams to accelerate practice growth. Key Responsibilities • Adobe Relationship Management • Staff Augmentation for Key competencies at Adobe. Shortlisting of key profiles and monitor smooth deployment with Adobe • Serve as a key point of contact for Adobe Vendor Management, and Competency lead. • Manage day-to-day relationship with Adobe stakeholders — joint pipeline reviews, co-selling motions, MDF (Market Development Fund) utilization, and competency level reporting • Drive partner certifications, specializations, and tier progression in collaboration with leadership • Competency & Capability Development • Work with delivery and talent teams to identify skill gaps and build a structured competency development roadmap for the Adobe practice • Drive certification programs and training plans to strengthen bench strength across Adobe products • Support development of reusable accelerators, frameworks, POVs, case studies, and collateral to enhance the practice's market positioning • Track and report on practice health metrics — headcount, certifications, utilization, and skill inventory • Business Development & GTM Support the creation and execution of the Adobe practice's go-to-market strategy, in alignment with overall CXM business objectives • Identify new business opportunities, market segments, and use cases within existing and prospective client accounts • Collaborate with sales and account teams to build pitches, proposals, and solution narratives around Adobe technologies (AEP, AEM, Adobe Target, Journey Optimizer, Adobe Analytics, Adobe Commerce, etc.) • Track pipeline, deal progression, and revenue contribution from Adobe-led opportunities • Support RFP/RFI responses, client presentations, and solutioning workshops • Practice Operations & Enablement • Assist in organizing internal practice reviews, knowledge-sharing sessions, and thought leadership initiatives • Contribute to practice-level reporting and dashboards for leadership (pipeline, partner scorecards, competency metrics) • Coordinate cross-functional initiatives with marketing, HR/talent acquisition, and delivery teams to support overall practice growth Key Skills & Competencies • Strong understanding of Business Development and GTM strategy within a technology/consulting/agency environment • Prior exposure to Adobe Experience Cloud products (AEM, AEP, Target, Analytics, Journey Optimizer, Adobe Commerce) — either from a sales, partner, or delivery background • Experience managing or working closely with technology partner ecosystems (Adobe, Salesforce, or similar MarTech platforms is a strong plus) • Excellent stakeholder management and relationship-building skills — both internal (leadership, delivery, sales) and external (partner teams, clients) • Strong communication, presentation, and proposal-writing skills • Analytical mindset with the ability to track pipeline, competency, and partner performance metrics • Ability to work independently in a fast-paced, matrixed organization • Prior experience in a practice development, partner alliance, or business development role within an IT services/digital/MarTech consulting firm is highly preferred Qualifications • Bachelor’s degree in business, Marketing, Technology, or related field (MBA preferred) • 8–10 years of relevant experience in business development, GTM, partner/alliance management, or practice development — preferably within a digital/MarTech/CXM consulting environment • Prior experience working with or alongside Adobe (or similar enterprise MarTech platforms) strongly preferred • Adobe certifications (Business Practitioner / Sales / Solution Consultant level) are a plus, though not mandatory Location: Bangalore Brand: Merkle Time Type: Full time Contract Type: Permanent