Account Manager
December 5
Description
• 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. • 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.
Requirements
• 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.
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