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Tech Stack
About the role
- 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.
- 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.
Requirements
- 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.
- International Sales Experience with exposure to NA markets preferably.
- Working hours will coincide with the US Time Zones
- Bachelor’s Degree or Equivalent.
Benefits
- Exceptional employee experiences
- Equal opportunity
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
SAAS solutionsaccount managementquantitative analysisqualitative analysisvalue-sellingproduct demoscustomer management systemsAdobe AcrobatCreative CloudSubstance
Soft Skills
relationship buildingcommunication skillspresentation skillsnegotiation skillsstrategic thinkingproblem-solvingcustomer engagementcollaborationtrust buildingadaptability
Certifications
Bachelor’s DegreeSales certifications