VP, Business Development - Adobe Practice



Sales & Business Development
Durham, NC, USA · Columbus, OH, USA · United States · Charlottesville, VA, USA · Remote
Posted on Thursday, May 4, 2023

Who We Are

WillowTree, a TELUS International Company, is an award-winning digital product consultancy driven by innovation and grounded in strategy and user-centered design. We create long-term partnerships with the world’s leading brands to build and design digital flagship products crucial to our clients’ business needs. We’re a global consultancy with a client list that includes the NBA, Capital One, Mastercard, Charles Schwab, PepsiCo, AB InBev, Marriott, Domino's, and many more. Ultimately we measure ourselves by the outcomes we achieve for our clients.

In January 2023, WilllowTree was acquired by TELUS International (Symbol: TIXT). The combined company brings an unparalleled ability to deliver customer service solutions to our clients, including apps, websites, voice experiences, content moderation, AI annotation, and customer experience representatives.

In 2021, WillowTree acquired Maark, an end-to-end digital transformation agency specializing in Adobe Experience Platform. The acquisition further strengthened WillowTree’s best-in-class digital strategy, design, development, and growth practices by adding specialized expertise across the Adobe stack. Maark is an Adobe Gold partner.

Check out what some of us love about working at WillowTree here.

Location and Flexibility

When team members told us they needed more flexibility and autonomy around where and how they worked, we acted, creating two options to accommodate two different styles of work. One non-negotiable principle along the way? We had to retain our deep culture of collaboration, both among ourselves and with our clients. Introducing Work From Near (Hybrid) and Work From Anywhere (Remote) at WillowTree. Learn more here.

This role will have the option to be in a Work From Near (Hybrid) capacity with a strong preference for Boston, MA or Charlottesville, VA OR operate in a Work From Anywhere (Remote) capacity with travel expectations to the Boston, MA office at least once a month.

The Opportunity

As a VP, Business Development - Adobe Practice, you will oversee the growth of both existing strategic accounts and the development of new accounts. This senior leader will leverage existing relationships with contacts in key target companies to introduce Maark’s Adobe Practice, and to help position the agency to win work with new logos. They will also build relationships in Maark’s existing strategic accounts to uncover expansion opportunities, drive customer retention, and reduce the risk of delivering complex digital projects. Reporting to the Managing Director, the VP, Business Development will also support the delivery teams in strategic consulting engagements and deliverables, including transformation roadmaps, product definition, and solution discovery initiatives.

The VP of Business Development will work across clients’ marketing, product, and IT functions, and will coordinate with internal Directors and discipline Vice Presidents to ensure Maark is presenting a unified front in all strategic recommendations and project delivery activities related to its Adobe Practice.

The VP of Business Development works in close concert with Maark’s other business development and marketing leaders, project management leaders, creative leaders, and engineering leaders to communicate clearly with clients, as well as to help position Maark teams to deliver at a world class level in each client initiative.


  • Build a deep understanding of our clients’ businesses, to provide subject matter expertise and insights that will help shape and drive current and new business opportunities.
  • Measurably expand clients’ utilization of Maark’s Adobe services as they relate to digital design, AEM engineering, analytics, personalization, campaigns and growth marketing, and mobile development services – particularly in key accounts – year-over-year.
  • Source and lead the successful pursuit of new logos
  • Work with reporting account directors or solo to create account plans for all key accounts
  • Work with reporting account directors or solo to create annual client roadmap documents
  • Work with account team to create “Maark Accomplishments” decks for annual account reviews with key accounts
  • Manage reporting account team member’s performance, provide reviews and feedback on an individual basis
  • Build and hone deep and trusting relationships with decision makers/influencers at key client accounts
  • Proactively ideate with Maark colleagues to produce novel (award-worthy) solutions for clients
  • Partner with creative, technology, and project management leaders to find new opportunities to pitch ideas within existing client accounts
  • Participate in inbound new business pitches as required
  • Contribute to thought-leadership articles that will be posted on Maark.com
  • Help keep Maark data fully up to date in Salesforce
  • Creation and management of SOWs for assigned clients
  • Creation of strategy briefs at kick-off, outlining the core details of the engagement, objectives, requirements, and key insights

Outcomes of the Role

  • Outcome #1: Source and lead the successful pursuit of at least two new logos with at least $5M in revenue of Adobe client work within a 12-month timeframe
  • Outcome #2: Manage the growth of managed accounts by at least 20% average across accounts to a total of at least $18M in revenue.
  • Outcome #3: Develop client relationships that result in at least two new projects outside of Adobe services


  • Deep experience in a digital product professional services agency/consultancy OR with a top-tier strategy consulting firm (Deloitte, Accenture, etc.) engaged with F500 level client accounts
  • Minimum 5 years working with products within the Adobe Marketing Cloud ecosystem
  • Deep understanding of software development and nuances of delivering world-class user experiences
  • Demonstrated experience running large engagements with Fortune 500 clients or equivalent
  • Ability to develop strong relationships with clients by gaining trust and repeated successful delivery of expectations
  • Strong knowledge of marketing technology products and modern digital marketing operations
  • Skilled at building client intimacy with CMOs and CIOs to better understand their ecosystems, pain-points and opportunities for custom solutioning

Bonus Points

  • Master’s Degree in Business Administration

Why WillowTree?

We offer a place to be yourself.

Our differences, both visible and invisible, benefit our teams, our communities, and the products we craft. That’s why WillowTree strives to build a team with diverse backgrounds, skills, and perspectives. You’ll work hard here; however, we’ll balance that with a culture that supports your growth and cares about your well-being. We’re committed to creating an environment of inclusion — a place where every Tree can thrive.

We want you to reach your fullest potential and part of your professional development at WillowTree will include dedicated time to innovate on passion projects and an annual stipend to fund your professional pursuits.

WillowTree upholds our core values in every aspect of our work. We promote safe and inclusive work environments and maintain a drug-free workplace. We celebrate our differences and provide equal employment opportunities to all team members and applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Diverse teams build better products. We acknowledge that the tech industry especially lacks opportunity for those who are of non-traditional backgrounds and in underrepresented groups. In order to create the best products for everyone, we know that it's important for our team to reflect the diversity of our users, and we are committed to being the change we want to see.