[Remote] Customer Success Account Manager - Digital Sales ICX at Adobe

India

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Digital Media, SoftwareIndustries

Requirements

MM/Enterprise Segment exposure and proven ability to manage a large customer set
3+ 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

Responsibilities

Develop and manage relationships with large customers from the ICX-Reseller book of business
Build connects and nurture strong relationships with managers and decision-makers in large accounts; expand relationships beyond IT and Procurement into the C-Suite; map target org at departmental level
Drive revenue growth by identifying upsell and cross-sell opportunities; drive Net ARR from allocated customers for Digital Media solutions
Reach out to the large book of business, building connections and engagements
Understand customer’s business needs/pain points on document workflows & creative content creation, offer solutions, and foster long-term partnerships
Manage the opportunity pipeline week to week, providing accurate and timely updates to management
Execute on key products such as Acrobat, Acrobat AI, Express, Acrobat Sign
Research customer contracts and purchasing history in Adobe's systems & external sources (e.g., LinkedIn, ZoomInfo) to identify expansion opportunities
Devise customized connect strategy based on the account plan
Identify segments with high propensity for Adobe’s solutions and plan customer outreach and meetings
Sell into multiple levels of an organization, performing outbound prospecting to existing customers
Engage customers daily via Teams/video calls and conduct extensive account reviews
Understand clients' strategic goals, challenges, and pain points during reviews; propose tailored solutions; develop and execute strategic account plans
Lead negotiations and pricing discussions
Serve as a trusted advisor ensuring successful product deployment; address issues promptly
Stay informed about industry trends, regulatory changes, and competitive landscape in Document/Creative domain; provide insights and thought leadership
Collaborate with Solution Specialists to maximize footprint of Adobe solutions (e.g., Acrobat & Sign, Creative Cloud, Substance, Stock)
Act as the voice of the client within the organization

Skills

Key technologies and capabilities for this role

Account ManagementCustomer Relationship ManagementRevenue GrowthUpsellCross-sellNet ARRPipeline ManagementAcrobatAcrobat AIExpressAcrobat SignSalesforceC-Suite Engagement

Questions & Answers

Common questions about this position

What are the main responsibilities of the Customer Success Account Manager role?

The role involves developing and managing relationships with large ICX-Reseller customers, driving revenue growth through upsell and cross-sell opportunities, managing the opportunity pipeline for products like Acrobat, Acrobat AI, Express, and Acrobat Sign, and acting as a trusted advisor to understand customer needs and propose solutions.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What does Adobe's company culture emphasize?

Adobe is passionate about empowering people to create digital experiences, committed to hiring the best talent, creating exceptional employee experiences with respect and equal opportunity, and believes new ideas can come from anywhere in the organization.

What skills or experience make a strong candidate for this position?

Strong candidates should excel at building relationships with C-Suite and decision-makers, mapping target organizations, driving revenue through upsell/cross-sell, managing sales pipelines, conducting outbound prospecting, leading negotiations, and researching customer data using tools like LinkedIn and ZoomInfo.

Adobe

Software solutions for content creation and marketing

About Adobe

Adobe provides a range of software solutions focused on digital experiences, catering to creative professionals, businesses, and educational institutions. Its main offerings include Adobe Creative Cloud, which contains tools for photography, graphic design, video editing, illustration, UI/UX design, 3D and augmented reality, and social media content creation. Adobe also offers marketing solutions through Adobe Experience Cloud and document management services via Adobe Document Cloud. The company operates on a subscription-based model, allowing users to access its software through monthly or annual plans, with special pricing available for students, teachers, and businesses. Adobe differentiates itself from competitors by providing a comprehensive suite of tools that cover various aspects of content creation and marketing, all integrated into one platform. The goal of Adobe is to empower users to create, manage, and optimize their digital content effectively.

San Jose, CaliforniaHeadquarters

1994Year Founded

$668.9MTotal Funding

IPOCompany Stage

Consumer Software, Enterprise Software, DesignIndustries

10,001+Employees

Benefits

Company Equity

401(k) Company Match

Risks

Emerging AI-driven design tools offer similar functionalities at lower costs.

Open-source alternatives may attract users away from Adobe's subscription model.

Data privacy concerns could affect trust in Adobe's cloud services.

Differentiation

Adobe offers a comprehensive suite for content creation, marketing, and document management.

Adobe's subscription model includes special pricing for students, teachers, and businesses.

Adobe integrates advanced analytics with Experience Cloud for data-driven marketing.

Upsides

Generative AI tools enhance Adobe's content creation and editing efficiency.

Remote work boosts demand for Adobe's cloud-based document management solutions.

AR's popularity in marketing benefits Adobe's 3D and AR tools.

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