Adobe Practice Development Manager

dentsu; Bengaluru; On-site; INR 3,500,000 - 5,500,000; Full time

Job summary

Dentsu in Bengaluru is expanding its Adobe practice and seeks a dynamic Practice Development lead to shape growth, GTM, and partner collaboration within the CXM portfolio. You will drive analytics, certifications, and competency programs across Adobe technologies with cross-functional teams.

Applicants should have 8–10 years in business development or practice growth in digital/MarTech, strong stakeholder management, and a consultative selling mindset to accelerate practice velocity.

Qualifications

• Bachelor's degree required or MBA preferred.
• 8–10 years of experience in business development, GTM, partner/alliance management, or practice development in a digital/MarTech/CXM environment.
• Prior experience working with/alongside Adobe (or similar enterprise MarTech) is strongly preferred.
• Adobe certifications (Business Practitioner / Sales / Solution Consultant) are a plus.

Responsibilities

• Adobe relationship management and staff augmentation for key competencies at Adobe.
• Drive go-to-market strategies and cross-functional collaboration to accelerate Adobe practice growth.
• Identify new business opportunities within client accounts and develop solution narratives around Adobe tech.
• Track pipeline, certifications, and competency metrics to report on practice health.

Skills

Business development

GTM strategy

Partner management

Stakeholder management

Analytics

Proposal writing

Education

Bachelor's degree in business/marketing/technology

MBA preferred

Tools

Adobe Experience Cloud

AEP

AEM

Job description

Dentsu is a leading data-driven customer experience management (CXM) company that combines the best of marketing, technology, and analytics to deliver personalized, measurable outcomes for clients. As part of Dentsu, Merkle helps organizations build sustainable, direct relationships with their customers across the entire brand and marketing spectrum.

Role Summary

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
• 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

What We Offer

• Opportunity to work with a global leader in CXM and be part of a growing Adobe practice
• Exposure to marquee clients and cutting-edge MarTech implementations
• Collaborative, entrepreneurial culture with strong leadership visibility