Sumit Verma
Noida
Summary
Senior leader with 21+ years of experience driving GTM strategy, enterprise growth, compliance maturity, and multi-solution adoption across commercial and public-sector accounts. Proven track record of consistent quota overachievement, closing large enterprise deals, improving customer value realization, and leading cross-functional execution across Sales, CSAM, Legal, Product, and Solution Consulting teams. Expert in Adobe licensing, roadmap-led engagement, and multi-year revenue planning.
Overview
13
13
years of professional experience
Work History
- Business Head – North, Heaven Media (2011–2012)
- Kinetic Media Solutions (2006–2011)
- The Ramp – Event Management (2005–2006)
- WIPRO Spectramind (2003–2005)
Regional Head – License Advisory (Named Segment)
ADOBE SYSTEMS
07.2018 - Current
- Lead Adobe’s License Advisory charter for Named Accounts, responsible for GTM, strategy, and execution across enterprise and PSU customers. Drive multi-solution adoption, compliance maturity, and long-term revenue growth.
- Achievements & Strategic Impact
- Delivered exceptional FY25 performance with 146% attainment.
- Maintained 115%+ average attainment across five consecutive fiscal years (FY21–FY25).
- Received multiple high-impact performance awards, recognizing excellence in growth, customer success, and execution discipline:
- Growth Catalyst Award – Q3 FY24
- Customer Growth Awards – Q3 & Q4 FY23
- Most Valuable Player – Q4 FY23
- New Customer Acquisition Award – Q1 FY22
- License Manager of the Quarter – Q1 & Q2 FY21
- Spearheaded the Pre-Suit Mediation Program for India, driving seamless adoption, cross-functional alignment, and country-level execution excellence.
- Led the EU Action Initiative for India, ensuring regulatory alignment, timely action closure, and enhanced governance to support global compliance standards.
- Strategic & Leadership Responsibilities
- Lead the end-to-end License Advisory charter for the Named segment.
- Provide C-suite-level guidance on licensing architecture, compliance governance, procurement alignment, and future-state technology adoption to support long-term customer transformation.
- Design and execute strategic account coverage plans, whitespace identification frameworks, and multi-year revenue strategies aligned with Adobe’s regional priorities.
- Drive seamless cross-functional collaboration with Sales, CSAM, Solution Consulting, Product, Legal, and Compliance teams to deliver integrated strategies that accelerate adoption and strengthen renewal readiness.
- Conduct high-impact CxO engagements—including workshops, QBRs, innovation briefings, and value-led discovery sessions—to position Adobe as a strategic transformation partner.
- Create scalable use-case frameworks, license optimization models, and multi-solution playbooks tailored for BFSI, IT/ITES, education, manufacturing, and PSU sectors.
- Drive strategy and innovation in partnership with Big 4 consulting firms, leading audit-readiness and advisory programs that strengthen licensing governance, compliance posture, and enterprise decision-making.
- Design and conduct high-impact Adobe Licensing Workshops for large enterprise customers, strengthening customer knowledge, governance, and long-term platform alignment.
- Establish governance models and standardized audit playbooks.
- Lead innovation-driven advisory programs such as Pre-Suit Mediation and Enforcement.
- Strategic GTM & Innovation Impact
- Built and operationalized the Document Cloud GTM engine, generating growth through compliance-led conversations, workflow modernization programs, and automation-centric initiatives.
- Led the PSU GTM strategy, enabling Adobe to expand in a high-opportunity government/PSU vertical through stronger discovery, strategic alignment, and differentiated value articulation.
- Drove cross-functional technology enablement by partnering with Solution Consultants to deliver deep-dive product sessions, industry-specific demos, and tailored use-case mapping that accelerated platform adoption.
- Led Adobe’s EU Action Initiative for India, successfully closing 5 of 5 strategic actions in FY25, demonstrating strong governance, operational leadership, and country-level execution.
- Developed innovative license governance models and value-based selling frameworks, driving predictable pipeline growth, improved compliance posture, and accelerated multi-solution adoption across the Named segment.
License Compliance Manager – North & East (India)
AUTODESK INDIA PVT. LTD.
08.2012 - 07.2018
- Managed Enterprise SAM programs across India, conducting audits, compliance assessments, and strategic account reviews.
- Built strong relationships with channel partners and coordinated with product, legal, and sales teams to drive compliance-led revenue.
- Achievements:
- 115% attainment (FY18) – highest in team
- 110% attainment (FY17)
- Consistently closed $100K+ deals quarterly
- Outstanding Achievement Award (FY15)
Education
B.Com (Hons) -
Ranchi University
Skills
License Governance
Timeline
Regional Head – License Advisory (Named Segment)
ADOBE SYSTEMS
07.2018 - Current
License Compliance Manager – North & East (India)
AUTODESK INDIA PVT. LTD.
08.2012 - 07.2018
B.Com (Hons) -
Ranchi University