Account Manager- Corporate

Our Company
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 transform 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 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!
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 transform 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 experiences. 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: Sales scratches out their own leads by prospecting their networks, sending one-off or batch emails. Marketing turns over long lists of leads, which are typically contacts in your target audience
On the other hand, we at Adobe - ABD 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). Location - Remote India Customer Segment - Mid-Market – North America
The Challenge: We are onboarding a team of Digital Sellers who will work on Adobe’s US Mid-Market customers to upsell and cross-sell, Adobe Cloud based Solutions. You will be responsible focused on Adobe’s Digital Media portfolio especially Adobe Acrobat and Sign, Adobe Substance 3D & Adobe Frame. The incumbent would be responsible for helping the customer adopt the solution with ease, optimizing their product experience and guiding them to internal support teams if need be. What you’ll do as an Account Manager - Corporate
Develop understanding of Adobe's Digital Media line of solutions and lead with value-led conversations with customers. Cultivate, maintain and grow existing client base using data to drive high retention rates and new cross-sell and up-sell opportunities for Adobe’s Digital Media solutions.
Effectively manage a set of MM customers allocated to you and create a value-based relationship in your account list.
You would be responsible for driving incremental ARR (Annual Recurring Revenue) from the allocated customers for the various Digital Media solutions
Be a strategic problem solver with strong account management skills and high degree of business acumen
Expand business relationships beyond IT and Procurement into the C-Suite. You will need to map target org at departmental level to succeed, capable of showcasing high level product demos etc
Sell into multiple levels of an organization, performing outbound prospecting to existing customers to identify new business relationships.
Identify the subsegments that have a high propensity for these solutions and then plan customer reach out and meetings.
Collaborate with Solution Specialists to maximize footprint of growing Adobe Solution streams like Adobe Acrobat & Sign, Creative Cloud, Substance, Stock, Frame.io, etc.
Engage customers daily, preferably in person or via video.
Managing the opportunity pipeline from week to week, providing accurate and timely updates to management on progress and outlook.
Lead an effective and consistent weekly operational process to drive performance.
Work cross functionally with various groups within Adobe (Product, Marketing, Finance, operations and Engineering) to provide customer feedback and drive revenue opportunities in the region.
Execute Marketing Qualified Leads with a defined SLA to maximize Revenue.
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
Work closely with Adobe Partners, if required to build commercial contracts for the customer
What you need to succeed
MM/Enterprise Segment exposure and proven ability to manage a large customer set.
6 + 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 ability to expand influence to multiple stake holders in the customer environment
Ability to forge and maintain strong business relationships from IT to the C-Suite.
Excellent communication and presentations skills and capable of presenting with any person, at any level within a customer.
Proven experience in using quantitative and qualitative analysis to identify new sales opportunities.
Should have skills that clearly demonstrate the ability to manage accounts and sell solutions
Working closely with the North American customer in their time zone (ET/PT).
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.
International Sales Experience with exposure to NA markets preferably.
Working hours will coincide with the US Time Zones
Bachelor’s Degree or Equivalent
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