The opportunity

The Renewals Sales Specialist is responsible for renewing, up-selling, and closing license contracts for assigned accounts. Handle the entire renewals process for accounts, understand customer requirements, guide them through the renewal cycle, negotiate and issue proposals, forecast renewal opportunities, track purchase orders, and close renewals on time. Utilize internal systems to accurately manage client renewal information, status, and reports to accurately forecast contract renewals. 

The Renewals Sales Specialist requires combining solution expertise, business strategy, and top-tier service to maximize platform value and solution adoption within the customer base. You will work closely with relevant internal departments including Account Executives and Directors, Product Specialists, Support Teams, Consultants, Contracting, Finance, and Legal to build awareness and influence for timely and successful renewals and expansion. In addition, you will engage directly with customers to propose the value proposition of Adobe's solutions, support business requirements, and overcome objections to ensure the success of upcoming renewals. 
 
What You'll Do 

• Manage a pipeline of customer contracts coming up for renewals 

• Build relationships with customers to assist in the contract and renewal process 

• Develop deep expertise and understanding of Adobe's Digital Experience subscription to drive positive renewals 

• Research customer contracts and purchasing history in Adobe's various systems to create timely and accurate proposals for renewals 

• When retention risks are detected, collaborate with Sales, Support team, and management to propose recovery plans 

What you need to succeed 

• Minimum of 3 years experience working in sales or working in related positions involved in the sales process 

• Excellent interpersonal skills and the ability to handle professional interactions 

• Ability to respond quickly to multiple ad hoc requests while meeting customer expectations 

• Strong written and verbal communication skills; specific experience with remote teams  

• Data driven, results driven, and strong presenting skills 

• Ability to work under strict procedures, timelines and compliance 

• Disciplined at prioritizing, organizing, and executing 

• Good team player to collaborate with other specialization roles 

• Strong problem-solving skills with high attention to detail 

  
Preferred Qualifications 

• Understanding the sales cycle and solution selling process into Strategic Accounts is helpful, but not required 

• Excellent executive-level communication skills (oral, written, presentation) with the ability to explain contractual concepts 

• Understanding of Adobe Experience Cloud technologies 

• Ability to use financial/quantitative data in decision making and recommendations  

• Analytical reasoning, creativity, conceptual ability, critical thinking, and judgment skills    

• Ability to see the big picture and plan accordingly, yet detailed enough to handle the day-to-day customer interactions 

As our many awards will tell you, at Adobe you’ll be immersed in an exceptional work environment that is recognized around the world. You’ll be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you’re looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog, https://blog.adobe.com/en/topics/adobe-life and explore the fantastic benefits we offer at Rewards.adobe.com.

Adobe is an equal opportunity employer. We hire talented individuals, regardless of gender, race or colour, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, or veteran status. We know that when our employees feel appreciated and included, they can be more creative, innovative and successful. This is what it means to be Adobe For All.

We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours.