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Renewals Sales Specialist
4 months ago
Our Company
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
The Opportunity
Adobe Marketo Renewals Sales Specialists have tremendous influence and exposure across our organization, ecosystem (Solution and Technology Partners), and customer community.
We are seeking the next license renewal champion for Marketo Engage and Measure solution s. Segmented by key geographic regions within the United States, you will be assigned a portfolio comprising of SMB and Mid-Market customers with the focus of retaining your base, growing relationships and customer footprint, and improving client value; you must be a consultant that has a passion to discover, qual ify, negotiate, and see renewals through from start to finish. Renewal s Specialists are a part of our Specialist Organization and wor k cross-functionally across other Customer Success teams, Legal, Deal Desk, E nterprise Deal Strategy, S ales Ops, Finance, Marketing, Channel, Support, executive s, etc. Your primary measure of success is achieving defined renewal rates and increasing client spending for the accounts within your portfolio.
What You'll Do
Sustain high levels of client retention during contract renewals
Identify and capture upsell on your opportunities
U nderstand complex business es, uncover their overarching objectives, problems, and help solve those opportunities using Adobe solutions
Negotiate commercials, prices, redlines, etc. with senior executives across varying organizations and industry verticals
Accurately forecast and manage pipeline on a monthly and quarterly basis
Drive memorable and delightful customer experiences
Keep a clean house and maintain accurate /current information across CRM and other systems
Reinforce strong customer health
I ncrease customer value and adoption
Maintain up-to-date knowledge of Adobe’s competitive positioning in the marketplace
What you need to succeed
Experienced negotiator across Directors through C-Suite
Great at forming and fostering relationships
Disciplined at prioritizing, organizing, and executing
Strong pr esenter
Results-oriented
Data-driven
Lifelong learner
High e motional i ntelligence
Leader in the field
Excellent written and verbal communication skills
Experienced with CRM (Customer Relationship Management - Salesforce or Microsoft Dynamics)
3-5 years of prior inside/outside sales experience, preferably in enterprise software, with a proven track record of success
Bachelor’s degree or equivalent wor k experience
Preferred Qualifications
Understanding the sales cycle and solution selling process into Strategic Accounts is helpful, but not required
Deep understanding of Adobe Marketo Engage and Measure
Enterprise software account management
Value-based selling certification (or similar)
Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $75,500 -- $138,400 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).
In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.
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 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.
