Customer Success Account Manager

Job Description 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 Inside Sales Representative - Responsible for Meeting Sales Targets Inside Sales Representatives at Adobe are essential for propelling our mission to revolutionize the world with exceptional digital experiences. Join us as an Inside Sales Representative - Quota Owner to assist clients in bringing their creative visions to life using our premium solutions. What You'll Do - Skillfully establish and maintain relationships with significant customers within the ICX-Reseller client base. - Develop and foster solid relationships with managers and decision-makers, growing connections beyond IT and Procurement into the C-Suite. Map target organizations at a departmental level to ensure success. - Drive revenue growth by identifying upsell and cross-sell opportunities and achieving Net ARR targets for our Digital Media solutions. - Interact with a vast client base, establishing relationships and interactions that promote expansion. - Understand customers document workflows and creative needs, offering tailored solutions and building lasting partnerships. - Manage the opportunity pipeline, providing accurate and timely updates to management. - Research customer contracts and purchasing history to uncover expansion opportunities. - Devise customized connect strategies based on account plans. - Identify high-propensity segments for Adobe's solutions and plan customer outreach accordingly. - Perform outbound prospecting to existing customers, establishing new business relationships. - Conduct extensive account reviews via Teams/Video calls, understanding clients strategic goals and challenges. - Develop and implement strategic account plans that align with clients business objectives. - Lead negotiations and pricing discussions for mutually beneficial outcomes. - Serve as a trusted advisor, ensuring successful deployment and addressing any issues promptly. - Stay informed about industry trends and regulatory changes, offering clients valuable insights. - Collaborate with Solution Specialists to improve the footprint of Adobe solutions like Adobe Acrobat & Sign, Creative Cloud, and more. - Represent the client's interests and needs within the organization. What You Need To Succeed - Established capacity to handle an extensive portfolio of customers, especially within the MM/Enterprise Segment. - 3+ years of experience in a similar role, preferably with SAAS solutions. - Demonstrated success in leading all aspects of a matrixed organization to market SAAS solutions. - Strong business relationship skills, capable of engaging from IT to the C-Suite. - Excellent communication and presentation skills for any audience level. - Experience using quantitative and qualitative analysis to identify new sales opportunities. - Capability to handle accounts and market solutions proficiently. - Technological acumen with a focus on value-selling rather than product features. - Capability to independently provide basic product demos. - Preferably, international sales experience with exposure to NA markets. - Working hours aligned with US Time Zones. - Bachelor's Degree or equivalent experience. Adobe is proud to be anemployer. 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. Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, emailor call (408) 536-3015.