Location: San Francisco,CA, USA
Our CompanyChanging 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
The Renewals Sales Specialist for the High Tech industry vertical is responsible for renewing, upselling, and closing license contracts for assigned accounts. Handle the entire renewals process for accounts, understand customer requirements, guide them through the renewal cycle, negotiate and issue proposals, forecast renewal opportunities, track purchase orders, and close renewals on time. Utilize internal systems to accurately manage client renewal information, status, and reports to accurately forecast contract renewals.
The Renewals Sales Specialist requires combining solution expertise, business strategy, and top-tier service to maximize platform value and solution adoption within the customer base. You will work closely with relevant internal departments including Account Executives and Directors, Product Specialists, Support Teams, Consultants, Contracting, Finance, and Legal to build awareness and influence for timely and successful renewals and expansion. In addition, you will engage directly with customers to propose the value proposition of Adobe's solutions, support business requirements, and overcome objections to ensure the success of upcoming renewals.
What You'll Do
Manage a pipeline of customer contracts coming up for renewals
Build relationships with customers to assist in the contract and renewal process
Develop deep expertise and understanding of Adobe's Digital Experience subscription to drive positive renewals
Research customer contracts and purchasing history in Adobe's various systems to create timely and accurate proposals for renewals
When retention risks are detected, collaborate with Sales, Support team, and management to propose recovery plans
What you need to succeed
Minimum of 3 years experience working in sales or related positions involved in the sales process
Excellent interpersonal skills and the ability to handle professional interactions
Ability to respond quickly to multiple ad hoc requests while meeting customer expectations
Strong written and verbal communication skills; specific experience with remote teams
Data driven, results driven, and strong presenting skills
Ability to work under strict procedures, timelines, and compliance
Disciplined at prioritizing, organizing, and executing
Good team player to collaborate with other specialization roles
Strong problem-solving skills with high attention to detail
Preferred Qualifications
Understanding the sales cycle and solution selling process into Strategic Accounts is helpful, but not required
Excellent executive-level communication skills (oral, written, presentation) with the ability to explain contractual concepts
Understanding of Adobe Experience Cloud technologies
Ability to use financial/quantitative data in decision making and recommendations
Analytical reasoning, creativity, conceptual ability, critical thinking, and judgment skills
Ability to see the big picture and plan accordingly, yet detailed enough to handle the day-to-day customer interactions