Plays a critical role in developing and managing relationships with small & medium size customers from ABD book of business.
Build and nurture strong relationships with executives 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 incremental ARR (Annual Recurring Revenue) from the allocated customers for the various Digital Media solutions.
Customer Success 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.
Identify growth opportunities and revenue potential within the accounts.
Research customer contracts and purchasing history in Adobes 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.
Managing the opportunity pipeline from week to week, providing accurate and timely updates to management on progress and outlook.
Act as the voice of the client within the organization, representing their interests and needs.

What you need to succeed

SMB Segment exposure and proven ability to manage a SMB/ midmarket customer set.
6 + 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 to 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
Prospecting their networks, sending one-off or batch email

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