Inside Sales Representative 3 - Own Quota

In this role as an Account Manager at Adobe, you will play a crucial part in driving revenue growth through strategic cross-sell and upsell initiatives. Your responsibilities will include helping customers adopt solutions with ease, optimizing their product experience, and guiding them to internal support teams if necessary. Your role will involve strategic account planning, client need assessment, building connection strategies with multiple stakeholders, conducting extensive account reviews, driving growth through cross-selling and upselling, and building long-term relationships. Your key performance indicators (KPIs) will focus on maximizing Net Annual Recurring Revenue (ARR) by growing Gross and mitigating Cancels. **Role Overview:** As an Account Manager at Adobe, your primary focus will be on developing and managing relationships with large customers from the ICX book of business. You will need to build and nurture strong relationships with managers and decision-makers in these large accounts, expanding business relationships beyond IT and Procurement into the C-Suite. Your role will also involve driving revenue growth by identifying upsell and cross-sell opportunities, understanding customer's business needs and pain points, and offering tailored solutions to foster long-term partnerships that drive business growth. **Key Responsibilities:** - Identify growth opportunities and revenue potential within the accounts. - Research customer contracts and purchasing history to figure out expansion opportunities. - Devise a customized connect strategy based on the account plan. - Identify segments with a high propensity for Adobe's solutions and plan customer outreach and meetings. - Engage customers daily via Teams/Video calls for extensive account reviews. - Address clients' strategic goals, challenges, and pain points during account reviews and propose tailored solutions. - Lead negotiations and pricing discussions to achieve mutually beneficial outcomes. - Stay informed about industry trends, regulatory changes, and the competitive landscape of Document/Creative domain. - Collaborate with Solution Specialists to maximize the footprint of growing Adobe Solution streams. - Manage the opportunity pipeline and provide updates to management on progress and outlook. - Act as the voice of the client within the organization, representing their interests and needs. **Qualifications Required:** - MM/Enterprise Segment exposure and proven ability to manage a large customer set. - 4+ years' experience in a similar role, with experience in selling SAAS solutions preferred. - Ability to forge and maintain strong business relationships from IT to the C-Suite. - Excellent communication and presentation skills. - Proven experience of using quantitative and qualitative analysis to identify new sales opportunities. - Flair for technology and value-selling. - International Sales Experience with exposure to NA markets preferably. - Working hours aligned with the US Time Zones. - Bachelor's Degree or Equivalent As part of Adobe's Digital Media Business Unit, you will be contributing to advancing the state of the art content and driving digital transformation in various industries. Adobe's creative and document solutions are widely used, and through our connected apps and services, customers have all the tools and assets they need to create and manage content across devices. Adobe is committed to being an Equal Employment Opportunity employer and ensures accessibility for all users. In this role as an Account Manager at Adobe, you will play a crucial part in driving revenue growth through strategic cross-sell and upsell initiatives. Your responsibilities will include helping customers adopt solutions with ease, optimizing their product experience, and guiding them to internal support teams if necessary. Your role will involve strategic account planning, client need assessment, building connection strategies with multiple stakeholders, conducting extensive account reviews, driving growth through cross-selling and upselling, and building long-term relationships. Your key performance indicators (KPIs) will focus on maximizing Net Annual Recurring Revenue (ARR) by growing Gross and mitigating Cancels. **Role Overview:** As an Account Manager at Adobe, your primary focus will be on developing and managing relationships with large customers from the ICX book of business. You will need to build and nurture strong relationships with managers and decision-makers in these large accounts, expanding business relationships beyond IT and Procurement into the C-Suite. Your role will also involve driving revenue growth by identifying upsell and cross-sell opportunities, understanding customer's business needs and pain points, and offering tailored solutions to foster long-term partnerships that drive business growth. **Key Responsibilities:** - Identify growth opportunities and revenue potential within the accounts. - Research customer