JOB LEVEL
P30
EMPLOYEE ROLE
Individual Contributor
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:
(1) Sales scratches out their own leads by prospecting their networks, sending one-off or batch emails.
(2) Marketing turns over long lists of leads, which are typically contacts in your target audience
(3) 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
.
Internal Opportunities
Creativity, curiosity, and constant learning are celebrated aspects of your career growth journey. We’re glad that you’re pursuing a new opportunity at Adobe!
Put your best foot forward:
1. Update your Resume/CV and
Workday profile
– don’t forget to include your uniquely ‘Adobe’ experiences and volunteer work.
2. Visit the
Internal Mobility page
on Inside Adobe to learn more about the process and set up a job alert for roles you’re interested in.
3. Check out these
tips
to help you prep for interviews.
4. If you are applying for a role outside of your current country, ensure you review the
International Resources for Relocating Employees
on Inside Adobe, including the impacts to your
Benefits, AIP, Equity & Payroll
.
Once you apply for a role via Workday, the Talent Team will reach out to you within 2 weeks. If you move into the official interview process with the hiring team, make sure you inform your manager so they can champion your career growth.
At Adobe, you will be immersed in an exceptional work environment that is recognized around the world. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you’re looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the
Adobe Life blog
and explore the meaningful
benefits
we offer.
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 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
.

Skills

About the role