Customer Success Account Manager

Adobe; Dadri; On-site; INR 1,800,000 - 3,200,000; Full time

Job summary

Adobe is seeking a Customer Success Account Manager for Digital Sales in Noida, India. The role focuses on managing a defined patch of SMB customers in North America, driving new acquisition, upsell, and cross-sell of Adobe Cloud solutions, with emphasis on Digital Media products.

You will optimize customer adoption, collaborate with cross-functional teams, and guide customers to internal support as needed.

Qualifications

• 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.

Responsibilities

• 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 (MQLs) with a defined SLA to maximize Revenue.
• Research customer contracts and purchasing history in Adobe's systems and external sources to figure out expansion opportunities.
• Manage the opportunity pipeline weekly with accurate 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.
• Engage with supporting teams to resolve issues related to Creative Cloud Subscriptions.

Skills

SAAS sales

Account management

Communication skills

Technology affinity

Quick learner

Organization & documentation

International sales (NA)

US time zones alignment

Education

Bachelor's Degree

Job description

Position: Customer Success Account Manager - Digital Sales, Adobe

Business Unit: Global Business Direct

Customer Segment: SMB- North Americas

Adobe Solutions: Adobe Digital Media Solutions

Location: Noida, India

Adobe

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. 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:

• Sales scratches out their own leads by prospecting their networks, sending one-off or batch emails.
• Marketing turns over long lists of leads, which are typically contacts in your target audience
• 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 new customer acquisition along with 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 (MQL’s) 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 Equivalent

Get to know the team

Adobe’s Digital Media Business Unit

Adobe’s Digital Media Business Unit focuses on advancing state of the art content and driving digital transformation of industries. It provides tools and services that enable individuals, small businesses, and enterprises to create, publish, promote, manage and monetize their content anywhere through the Adobe Creative Cloud and Document Cloud.

Adobe’s creative and document solutions are used by designers, photographers, filmmakers, content publishers, storytellers, UX designers, knowledge workers, consumers and more. Through our connected apps and services, customers have all the tools and assets they need to create and manage content across desktop and mobile devices.

Take a peek into Adobe life in this video.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.

Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.

Let’s Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

Adobe is proud to be an Equal Employment Opportunity 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 protected characteristic. Learn more.

Adobe aims to make our Careers website and recruiting process 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 [e-mail].

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