Adobe

Account Manager, EMEA

Adobe

full-time

Posted on:

Location Type: Remote

Location: India

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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.
  • Responsible for driving Net ARR from the allocated customers for the various Digital Media solutions.
  • Understand Customer’s business needs / pain points on document workflows & creative content creation, offer solutions, and foster long-term partnerships.
  • Research customer contracts and purchasing history in Adobe's various customer management systems.
  • Devise customized connect strategy based on the account plan.
  • Identify growth opportunities and revenue potential within the accounts.
  • Engage customers daily via Teams / Video calls to conduct extensive account reviews.
  • Develop and execute strategic account plans that align with clients' business objectives.
  • Lead negotiations and pricing discussions to achieve mutually beneficial outcomes.
  • Act as a trusted advisor ensuring the successful deployment of products.

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.
  • EMEA Sales Experience preferably.
  • Bachelor’s Degree or Equivalent.
Benefits
  • Comprehensive benefits programs
  • Professional development opportunities
  • Flexible work arrangements
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
SAAS solutionsquantitative analysisqualitative analysisaccount managementvalue-sellingproduct demoscustomer management systemsstrategic account planningnegotiationrevenue growth
Soft Skills
relationship buildingcommunication skillspresentation skillsstakeholder managementcustomer engagementtrust advisorproblem-solvingindependencecollaborationinfluence
Certifications
Bachelor’s Degree or Equivalent