Plays a critical role in developing and managing relationships with large customers from the ICX-Reseller book of business.
Build Connects and nurture strong relationships with managers and decision-makers in these large accounts.
Expand business relationships beyond IT and Procurement into the C-Suite.
You will need to map target org at departmental level to succeed in this role.
Drive revenue growth by identifying upsell and cross-sell opportunities.
You would be responsible for driving Net ARR from the allocated customers for the various Digital Media solutions.
Account manager’s primary goal will be to understand Customer’s business needs / pain points on document workflows & creative content creation, offer solutions, and foster long-term partnerships that drive business growth.
Managing the opportunity pipeline from week to week, providing accurate and timely updates to management on progress and outlook.
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.
Devise customized connect strategy based on the account plan.
Engage customers daily via Teams / Video calls to conducting extensive account reviews.
Develop and execute strategic account plans that align with clients' business objectives.
Lead negotiations and pricing discussions to achieve mutually beneficial outcomes.

4 + Years’ experience in a similar role, with experience in selling SAAS solutions preferred.
Proven track record leading a matrixed organization to sell SAAS solutions and the ability to expand influence on multiple stakeholders in the customer environment
Ability to forge and maintain strong business relationships from IT to the C-Suite.
Excellent communication and presentation skills and capable of presenting with any person, at any level within a customer.
Proven experience of using quantitative and qualitative analysis to identify new sales opportunities.
Should have skills that clearly demonstrate the ability to manage accounts and sell solutions.
Flair for technology and ability to lead a customer conversation with value-selling rather than product features pitch.
Ability to independently give basic product demos to customers.
Bachelor’s Degree or Equivalent

Account Manager

Key skills