Adobe
Renewals Sales Specialist
Adobe, San Francisco, California, United States, 94199
Renewals Sales Specialist
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 OpportunityThe Renewals Sales Specialist for the High Tech industry vertical is responsible for renewing, up-selling, 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 DoManage a pipeline of customer contracts coming up for renewalsBuild relationships with customers to assist in the contract and renewal processDevelop deep expertise and understanding of Adobe's Digital Experience subscription to drive positive renewalsResearch customer contracts and purchasing history in Adobe's various systems to create timely and accurate proposals for renewalsWhen retention risks are detected, collaborate with Sales, Support team, and management to propose recovery plansWhat you need to succeedMinimum of 3 years experience working in sales or working in related positions involved in the sales processExcellent interpersonal skills and the ability to handle professional interactionsAbility to respond quickly to multiple ad hoc requests while meeting customer expectationsStrong written and verbal communication skills; specific experience with remote teamsData driven, results driven, and strong presenting skillsAbility to work under strict procedures, timelines, and complianceDisciplined at prioritizing, organizing, and executingGood team player to collaborate with other specialization rolesStrong problem-solving skills with high attention to detailPreferred QualificationsUnderstanding the sales cycle and solution selling process into Strategic Accounts is helpful, but not requiredExcellent executive-level communication skills (oral, written, presentation) with the ability to explain contractual conceptsUnderstanding of Adobe Experience Cloud technologiesAbility to use financial/quantitative data in decision making and recommendationsAnalytical reasoning, creativity, conceptual ability, critical thinking, and judgment skillsAbility to see the big picture and plan accordingly, yet detailed enough to handle the day-to-day customer interactionsOur 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 will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.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 aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call (408) 536-3015.
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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 OpportunityThe Renewals Sales Specialist for the High Tech industry vertical is responsible for renewing, up-selling, 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 DoManage a pipeline of customer contracts coming up for renewalsBuild relationships with customers to assist in the contract and renewal processDevelop deep expertise and understanding of Adobe's Digital Experience subscription to drive positive renewalsResearch customer contracts and purchasing history in Adobe's various systems to create timely and accurate proposals for renewalsWhen retention risks are detected, collaborate with Sales, Support team, and management to propose recovery plansWhat you need to succeedMinimum of 3 years experience working in sales or working in related positions involved in the sales processExcellent interpersonal skills and the ability to handle professional interactionsAbility to respond quickly to multiple ad hoc requests while meeting customer expectationsStrong written and verbal communication skills; specific experience with remote teamsData driven, results driven, and strong presenting skillsAbility to work under strict procedures, timelines, and complianceDisciplined at prioritizing, organizing, and executingGood team player to collaborate with other specialization rolesStrong problem-solving skills with high attention to detailPreferred QualificationsUnderstanding the sales cycle and solution selling process into Strategic Accounts is helpful, but not requiredExcellent executive-level communication skills (oral, written, presentation) with the ability to explain contractual conceptsUnderstanding of Adobe Experience Cloud technologiesAbility to use financial/quantitative data in decision making and recommendationsAnalytical reasoning, creativity, conceptual ability, critical thinking, and judgment skillsAbility to see the big picture and plan accordingly, yet detailed enough to handle the day-to-day customer interactionsOur 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 will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.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 aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call (408) 536-3015.
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