Account Manager
Account Manager
Posted on :
18-10-2024
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Job Description
Position: Account Manager
Geo: North America
Business Unit: Integrated Customer Experience (ICX)
Location: Remote Work
Geo: North America
Business Unit: Integrated Customer Experience (ICX)
Location: Remote Work
Changing the world through digital experiences is what Adobes all about. We give
everyonefrom emerging artists to global brandseverything they need to design and deliver
exceptional digital experiences. Were passionate about empowering people to create beautiful
and powerful images videos and apps and transform how companies interact with customers
across every screen.
Were 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.
everyonefrom emerging artists to global brandseverything they need to design and deliver
exceptional digital experiences. Were passionate about empowering people to create beautiful
and powerful images videos and apps and transform how companies interact with customers
across every screen.
Were 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:
(1) Sales scratches out their own leads by prospecting their networks sending oneoff or batch
emails.
(2) Marketing turns over long lists of leads which are typically contacts in your target audience
On the other hand we at Adobe ICX sales 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).
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:
(1) Sales scratches out their own leads by prospecting their networks sending oneoff or batch
emails.
(2) Marketing turns over long lists of leads which are typically contacts in your target audience
On the other hand we at Adobe ICX sales 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).
The Challenge:
We are expanding a team of Account Managers who will work with a focused cohort of the
reseller transacted book of business to expand and grow Adobes footprint.
This role is crucial in driving revenue growth through strategic crosssell and upsell initiatives.
The incumbent would be responsible for helping the customers adopt the solution with ease
optimizing their product experience and guiding them to internal support teams if need be.
This role entails nurturing and coselling with partners where a rep. will be responsible for the
entire gambit of account management like Strategic Account planning Client Need assessment
building connects strategies with multiple stakeholders conducting extensive account reviews
driving growth through crossselling / upselling and building longterm relationships. KPIs for
this role will be maximizing Net ARR by growing Gross and mitigating Cancels.
We are expanding a team of Account Managers who will work with a focused cohort of the
reseller transacted book of business to expand and grow Adobes footprint.
This role is crucial in driving revenue growth through strategic crosssell and upsell initiatives.
The incumbent would be responsible for helping the customers adopt the solution with ease
optimizing their product experience and guiding them to internal support teams if need be.
This role entails nurturing and coselling with partners where a rep. will be responsible for the
entire gambit of account management like Strategic Account planning Client Need assessment
building connects strategies with multiple stakeholders conducting extensive account reviews
driving growth through crossselling / upselling and building longterm relationships. KPIs for
this role will be maximizing Net ARR by growing Gross and mitigating Cancels.
What youll do as an Account Manager
- Plays a critical role in developing and managing relationships with large customers from the ICXReseller book of business.
- Build Connects and nurture strong relationships with managers and decisionmakers in these large accounts. Expand business relationships beyond IT and Procurement into the CSuite. You will need to map target org at departmental level to succeed in this role.
- Drive revenue growth by identifying upsell and crosssell opportunities. You would be responsible for driving Net ARR from the allocated customers for the various Digital Media solutions.
- One of the key measurement metrics will be how well a rep can reach out to the large book of business building connections and engagements.
- Account managers primary goal will be to understand Customers business needs / pain points on document workflows & creative content creation offer solutions and foster longterm partnerships that drive business growth.
- Managing the opportunity pipeline from week to week providing accurate and timely updates to management on progress and outlook. As an Account manager you will be responsible and measured on how well you are executing on the key products such as
- Acrobat Acrobat AI Express Acrobat Sign
- 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 Adobes 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.
- Act as the voice of the client within the organization representing their interests and needs.
What you need to succeed
- MM/Enterprise Segment exposure and proven ability to manage a large customer set.
- 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 on multiple stakeholders in the customer environment
- Ability to forge and maintain strong business relationships from IT to the CSuite.
- 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 valueselling 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
- Bachelors Degree or Equivalent
Get to know the team:
- Adobes Digital Media Business Unit
- Adobes Digital Media Business Unit focuses on advancing state of the art content and
- driving digital transformation of industries. It provides tools and services that enable
- individuals small businesses and enterprises to create publish promote manage and
- monetize their content anywhere through the Adobe Creative Cloud and Document Cloud.
- Adobes creative and document solutions are used by designers photographers
- filmmakers content publishers storytellers UX designers knowledge workers consumers
- and more. Through our connected apps and services customers have all the tools and
- assets they need to create and manage content across desktop and mobile devices.
Employment Type
Remote
Company Industry
Key Skills
- Business Development
- Cement Plant
- Business Support
- Data Analysis
- ASP
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