Renewals Sales Specialist

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!

The Opportunity

The Enterprise Renewal Sales Specialist will engage with existing customers to secure renewals of their Enterprise Agreements with Adobe. This will be done by understanding the current customer footprints and use scenarios, daily customer sales efforts, value realization, and usage indicators. The position requires managing existing accounts through enterprise agreement renewals as well as uncovering new opportunities within the account portfolio. The Enterprise Renewals Account Manager will work from the San Francisco, Los Angeles, Lehi, Denver, New York, or McLean offices.

What You'll Do

• Drive and close renewal opportunities and upsell in the Strategic Commercial Enterprise space for our Enterprise Term License Agreement (ETLA) program

• Assist customers in understanding Adobe enterprise solutions, configuration, environment, and how they fit within their current infrastructure and business processes

• Drive DX Customer Retention using customer insights, usage, understanding of business issues, and company objectives

• Leverage Mutual Action Plans to drive timely renewals

• Planning: Effective planning skills to plan out customer renewals and timelines throughout the FY

• Time management: Work closely with Account Directors and Product Specialists to strategically plan customer retention and growth plans within each existing Adobe relationship

• Add additional growth to every renewal as well as uncover growth opportunities beyond the current Adobe relationship

What you need to succeed

• 3-5 years of prior inside/outside sales experience, preferably in enterprise software, with a proven track record of success

• Previous experience in account management related to renewing Enterprise Agreements, involving comprehension of customer use cases, product utilization, and legal conditions

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

• Excellent communication and interpersonal skills. Must be an active listener

• Experience in prospect to closure and holding quota for your own territory

• Accurately forecast and manage pipeline on a monthly and quarterly basis

• Keep accurate and up-to-date records of all deals in the CRM system

• Highly organized with the ability to work in a fast-paced environment

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

State-Specific Notices:

California:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and "fair chance" ordinances.

Colorado:

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Adobe is proud to be an Equal Employment Opportunityemployer. 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 applicable characteristics protected by law. Learn more.

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