Customer Success Account Manager

Changing the world through digital experiences is what Adobe's all about. We give

everyonefrom emerging artists to global brandseverything 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. We realize that new ideas can come from everywhere in the organization, and

we know the next big idea could be yours.

The Art of Sales is changing

The concept of selling has been around for decades, but businesses are digital now. The way

sales are conducted must modernize too.

In most companies, sales teams are somewhere on the journey below:

(1) Sales scratches out their own leads by prospecting their networks, sending one-off or

batch emails.

(2) Marketing turns over long lists of leads, which are typically contacts in your target

audience

(3) Marketing has established a repeated process of generating MQL, SAL & SQL that yield

some measurable returns. They sometime add lead scoring to this mix.

On the other hand, we at Adobe - GBD are a Modern Sales Team of 250+ Digital sellers,

supported by analytics and data science teams. We are integrated with Adobe.com digital

marketing & engagement funnel and are developing capabilities on picking cues from the

customers demographic (who) & behavioral (what) data that they leave on their journey with

our business to predict next sales action that will lead to revenue conversions (Future state).

The Challenge:

We are looking for Digital Sellers who would be responsible for a defined patch of Adobe's SMB

customers and the role is pivoted around upselling and cross-selling Adobe Cloud based

Solutions. You would be responsible for the Digital Media portfolio of Adobe. The incumbent

would be responsible for helping the customer adopt the solution with ease, optimizing their

product experience and guiding them to internal support teams if need be.

What you'll do as a CSAM

Develop understanding of Adobe's Digital Media line of products and lead with value-led

conversations with customers for these solutions.

Create a value-based relationship with new & existing North American Adobe SMB

customers.

Drive Up-sell & Cross-sell by prioritizing accounts with highest propensity to buy by

clearly defining ideal customer profile and contact them via phones & emails.

Execute Marketing Qualified Leads with a defined SLA to maximize Revenue.

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

Managing the opportunity pipeline from week to week, providing accurate and timely

updates to management on progress and outlook.

Collaborate with Solution Specialists to maximize footprint of growing Adobe Solution

streams like Adobe Sign, Substance, Stock, Frame.io, etc.

Engage as required, with the supporting functional teams to resolve issues raised by

customers related to their Creative Cloud Subscriptions.

What you need to succeed

SMB Segment exposure and proven ability to manage a large customer set

3+ Years experience in a similar role, with experience in selling SAAS solutions preferred

Excellent communication Skills, both oral and written

Flair for Technology and ability to lead a customer conversation with value-selling rather

than product features pitch.

Demonstrated ability to be a quick learner. Task oriented with focus and drive to complete

tasks at hand.

Strong organization, follow-through and documentation skills suitable for customer

communication.

International Sales Experience with exposure to NA markets preferably.

Working hours will coincide with the US Time Zones

Bachelor's Degree or Equivalen