Adobe

Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences. We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transforming how companies interact with customers across every screen.

We’re on a mission to hire the very best and are committed to creating exceptional employee experience. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours.

The Art of Sales is changing:

The concept of selling has been around for decades, but businesses are digital now. The way sales are conducted must modernize too.

In most companies, sales teams are somewhere on the journey below:

(1) Sales scratch out their own leads by prospecting their networks, sending one-off or batch emails.

(2) Marketing turns over long lists of leads, which typically contacts in your target audience

On the other hand, we at Adobe – ICX sales are a Modern Sales Team of 400+ Digital sellers, supported by analytics and data science teams. We are integrated with Adobe.com digital marketing & engagement funnel and are developing capabilities on picking cues from the customers demographic (who) & behavioral (what) data that they leave on their journey with our business to predict next ‘sales action’ that will lead to revenue conversions (Future state).

The Challenge:

We are building a team of Account Managers who will work with a focused cohort of the reseller transacted book of business.

This role is crucial in driving revenue growth through strategic cross-sell and upsell initiatives. 

The incumbent would be responsible for helping the customers adopt the solution with ease, optimizing their product experience and guiding them to internal support teams if need be.

This role entails the entire gambit of account management like Strategic Account planning, Client Need assessment, building connect strategies with multiple stakeholders, conducting extensive account reviews, driving growth through cross selling / upselling and building long term relationships. KPIs for this role will be maximizing Net ARR by growing Gross and mitigating Cancels.

What you’ll do as an Account Manager

• Plays a critical role in developing and managing relationships with large customers from ICX book of business.

• Build and nurture strong relationships with managers and decision-makers in these large accounts. Expand business relationships beyond IT and Procurement into the C-Suite. You will need to map target org at departmental level to succeed in this role.
• Drive revenue growth by identifying upsell and cross-sell opportunities. You would be responsible for driving Net ARR from the allocated customers for the various Digital Media solutions.
• Account manager’s primary goal will be to understand Customer’s business needs / pain points on document workflows & creative content creation, offer solutions, and foster long-term partnerships that drive business growth.
• Identify growth opportunities and revenue potential within the accounts.
• Research customer contracts and purchasing history in Adobe's various customer management systems & external sources such as LinkedIn, ZoomInfo, etc. to figure out the expansion opportunity in an account.
• Devise customized connect strategy based on the account plan.
• Identify the segments that have a high propensity for Adobe’s solutions and then plan customer outreach and meetings.
• Sell into multiple levels of an organization, performing outbound prospecting to existing customers to identify new business relationships.
• Engage customers daily via Teams / Video calls to conducting extensive account reviews.
• During the account review understand clients' strategic goals, challenges, and pain points, and propose tailored solutions to address them. Develop and execute strategic account plans that align with clients' business objectives.
• Lead negotiations and pricing discussions to achieve mutually beneficial outcomes.
• You will serve as a trusted advisor ensuring the successful deployment of products.
• Address any issues or concerns promptly to maintain positive client relationships.
• Stay informed about industry trends, regulatory changes, and the competitive landscape of Document / Creative domain. Provide clients with valuable insights and thought leadership on industry best practices.
• Collaborate with Solution Specialists to maximize footprint of growing Adobe Solution streams like Adobe Acrobat & Sign, Creative Cloud, Substance, Stock etc.
• Managing the opportunity pipeline from week to week, providing accurate and timely updates to management on progress and outlook.
• Act as the voice of the client within the organization, representing their interests and needs.

What you need to succeed

• MM/SMB Segment exposure and proven ability to manage a large customer set.
• 4 + Years’ experience in a similar role, with experience in selling SAAS solutions preferred.
• Proven track record leading a matrixed organization to sell SAAS solutions and the ability to expand influence to multiple stakeholders in the customer environment
• Ability to forge and maintain strong business relationships from IT to the C-Suite.
• Excellent communication and presentation skills and capable of presenting with any person, at any level within a customer.
• Proven experience of using quantitative and qualitative analysis to identify new sales opportunities.
• Should have skills that clearly demonstrate the ability to manage accounts and sell solutions.
• Flair for technology and ability to lead a customer conversation with value-selling rather than product features pitch.
• Ability to independently give basic product demos to customers.
• EMEA Sales Experience preferably.
• Bachelor’s Degree or Equivalent

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.

Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours. 

Let’s Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic. Learn more.

Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email [email protected] or call +1 408-536-3015. 

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Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.

At Adobe, we empower employees to innovate with AI — and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it’s restricted during live interviews. See how we think about AI in the hiring experience.