Account Manager

About Adobe

Adobe is dedicated to transforming the world through innovative digital experiences, offering a comprehensive suite of tools that empower creative individuals and enterprises to design, publish, and manage exceptional digital content across multiple platforms. Adobe's Digital Media Business Unit specializes in enabling creativity and digital transformation with products like Adobe Creative Cloud, Document Cloud, Acrobat Studio, Adobe Express, Adobe Firefly, and more, leveraging AI and human ingenuity to drive global impact.

Role Overview

We are expanding our team of Account Managers focused on managing the reseller transacted book of business to strengthen and grow Adobe's market presence. This position plays a pivotal role in driving revenue growth by strategic cross-selling and upselling initiatives while ensuring customers effectively adopt and maximize their use of Adobe solutions.

Key Responsibilities

• Develop and maintain strong relationships with key stakeholders and decision-makers across client organizations, extending beyond IT and procurement to include the C-suite.
• Strategically assess client needs, identify upsell and cross-sell opportunities to expand Adobe's footprint within assigned accounts.
• Manage the sales pipeline by providing regular updates, conducting detailed account reviews, and aligning solutions with clients’ business objectives related to document workflows and creative content creation.
• Utilize customer data and analytics to devise personalized engagement strategies and identify high-potential segments for outreach.
• Lead negotiations and pricing discussions, ensuring optimal outcomes for both Adobe and its clients.
• Serve as a trusted advisor to facilitate successful product deployment and address customer concerns promptly.
• Stay abreast of industry trends, regulatory changes, and the competitive landscape, offering clients insights and thought leadership.
• Collaborate with Solution Specialists to maximize adoption of Adobe's solutions including Acrobat, Acrobat AI, Express, Acrobat Sign, Creative Cloud, Substance, and Stock.
• Act as the client advocate internally to communicate their interests and ensure excellent service delivery.

Candidate Profile

• Minimum of 4 years’ experience in a similar role managing medium to enterprise-level customers, preferably with a focus on SaaS sales.
• Demonstrated success in account management, including strategic planning, stakeholder influence, and expanding product adoption.
• Strong communication and presentation abilities to engage effectively at all organizational levels.
• Excellent analytical skills to identify sales opportunities using quantitative and qualitative data.
• Technologically adept with the ability to deliver basic product demonstrations and conduct value-driven sales conversations.
• Bachelor’s degree or equivalent qualification.

Additional Information

Adobe fosters a culture of innovation, diversity, and inclusion, ensuring equal opportunity for candidates regardless of background. They maintain accessible recruitment processes and provide accommodations upon request. AI tools are embraced for innovation but are restricted during live interviews unless approved.