Account Manager

October 24

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Adobe

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Software • Creative Cloud • Digital Marketing • Web Experience Management • Digital Media

10,000+

💰 Venture Round on 1984-09

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. • Responsible for driving Net ARR from the allocated customers for various Digital Media solutions. • Managing the opportunity pipeline from week to week, providing accurate and timely updates to management on progress and outlook. • Research customer contracts and purchasing history in Adobe's various customer management systems & external sources to figure out expansion opportunities. • 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 conduct extensive account reviews. • Develop and execute strategic account plans that align with clients' business objectives. • Lead negotiations and pricing discussions to achieve mutually beneficial outcomes. • Stay informed about industry trends, regulatory changes, and the competitive landscape of Document / Creative domain.

Requirements

• 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.