Adobe Inc., formerly Adobe Systems Incorporated, is an American computer software company based in San Jose, California. It offers a wide range of programs from web design tools, photo manipulation and vector creation, through to video/audio editing, mobile app development, print layout and animation software.

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Customer Success Account manager

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!

What you’ll do as a CSAM
• Develop understanding of Adobe’s Digital Media line of products and lead with value-led
conversations with customers for these solutions.
• Create a value-based relationship with new & existing North American Adobe SMB
customers.
• Drive Up-sell & Cross-sell by prioritizing accounts with highest propensity to buy by
clearly defining ideal customer profile and contact them via phones & emails.
• Execute Marketing Qualified Leads with a defined SLA to maximize Revenue.
• 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
• Managing the opportunity pipeline from week to week, providing accurate and timely
updates to management on progress and outlook.
• Collaborate with Solution Specialists to maximize footprint of growing Adobe Solution
streams like Adobe Sign, Substance, Stock, Frame.io, etc.
• Engage as required, with the supporting functional teams to resolve issues raised by
customers related to their Creative Cloud Subscriptions.
What you need to succeed
• SMB 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
• Excellent communication Skills, both oral and written
• Flair for Technology and ability to lead a customer conversation with value-selling rather
than product features pitch.
• Demonstrated ability to be a quick learner. Task oriented with focus and drive to complete
tasks at hand.
• Strong organization, follow-through and documentation skills suitable for customer
communication.
• International Sales Experience with exposure to NA markets preferably.
• Working hours will coincide with the US Time Zones
• Bachelor’s Degree or Equivalent

Adobe is proud to be an Equal Employment Opportunity and affirmative action employer. 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.
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, email accommodations@adobe.com or call (408) 536-3015.

Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.

Delivery Manager

Job Description

Delivery of multiple and small/large scale digital marketing implementation and transformation projects across several geographies using Agile methodologies.
Experience in executing and leading multi-stage projects that direct efficient use of resources, and improved cost management through business transformation & technology.
Experience in taking care of senior partners across geographies working in a complex matrix environment.
To lead a team of resources to successfully implement Adobe’s digital marketing solutions.
Fostering and developing talent who help clients optimize their digital assets and unlock value in the areas of commerce, content and marketing for global clients across various industry segments.
Governing delivery excellence for a complex small/large scale digital platform, by setting project quality & performance standards, governing risks and issues, handling client escalations & directly mentoring and handling the team.
Structuring and managing projects and programs to meet overall objectives and client business drivers.
Expertise in setting up new customer engagements and digital delivery models.
Ability and expertise in handling Systems Integrator (SI)
SME on the Digital Marketing Tools such as of Digital Marketing technologies and tools such as search engine optimization (SEO), search engine marketing (SEM), content marketing, influencer marketing, content automation, campaign marketing, data-driven marketing and e-commerce marketing, social media marketing, social media optimization, e-mail direct marketing is required.
Strong Customer Senior Stakeholder Management skills

Sales Coach

Sales coach is an amalgamation of Sales, training and quality competencies. A sales coach should have strong talent of understanding the business, pick up the nuances, work on the gaps and come up with plans though training, coaching and quality feedback to minimise gaps and increase seller’s performance.

Key Abilities
1.   Demonstrated problem solving capabilities and extensive experience with Key Performance Metrics.
2.   Proven ability to influence collaborators at multiple levels while building and maintaining efficient collaboration and partnerships with key collaborators.
3.   Ability to adapt to a fluid, unstructured environment, and ability to produce results cross culture
4.   Ability to work in a fast paced, constantly evolving team environment across countries
5.   Presentation and interpersonal skills including assertive influencing and negotiation.

Responsibilities:
1.   Consult with Business leaders and Analytics team to understand productivity gaps impacting current and future business strategies as part of Sales Enablement and performance coaching.
2.   Design and implement sales funnel strategies aligned with business imperatives by working collaboratively with Managers and create value.
3.   Conduct Audits as per Sampling plan / Business requirements and coach sellers on the sales skill’s gaps identified through audits.
4.   Ensure adherence to compliance.
5.   Listen to live calls of sellers and provide on floor support when needed in any part of sales funnel/stage with compelling value proposition and ROI based discussion.
6.   Conduct RCAs for bottom quartile and come up with strategies to improve performance, run analysis on contact evaluations and highlight trends/patterns.
7.   Evaluate opportunities for Sales coaching including assessment, 360-degree feedback and development plans towards skill enhancement.
8.   Manage administration of learning solutions to provide relevant, high-quality experiences for Sellers.
9.   Responsible to conduct sales training and classroom coaching not only for Sellers but Managers to minimise gaps in skills delivery.
10.   Participate in sales call calibrations to minimise variance with managers.

Desired Skills and Competencies:
1.   Sales skills.
2.   Good understanding of Quality framework.
3.   Excellent verbal and written communication skills.
4.   Analytical and Critical thinking skills
5.   Effective problem-solving skills.
6.   Stakeholder management skills.
7.   Coaching skills
8.   Interpersonal skills

Account Manager

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 one-off 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 Adobe’s footprint.

This role is crucial in driving revenue growth through strategic cross-sell 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 co-selling 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 cross-selling / upselling, and building long-term relationships. KPIs for this role will be maximizing Net ARR by growing Gross and mitigating Cancels.

What you’ll do as an Account Manager

Plays a critical role in developing and managing relationships with large customers from the ICX-Reseller book of business.

Build Connects and nurture strong relationships with managers and decision-makers in these large accounts. Expand business relationships beyond IT and Procurement into the C-Suite. You will need to map target org at departmental level to succeed in this role.
Drive revenue growth by identifying upsell and cross-sell 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 manager’s primary goal will be to understand Customer’s business needs / pain points on document workflows & creative content creation, offer solutions, and foster long-term 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 Adobe’s 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 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.
International Sales Experience with exposure to NA markets preferably.
Working hours will coincide with the US Time Zones
Bachelor’s Degree or Equivalent