Customer Success Account Manager

• Plays a critical role in developing and managing relationships with small & medium size customers from ABD book of business.
• Build and nurture strong relationships with executives 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 incremental ARR (Annual Recurring Revenue) from the allocated customers for the various Digital Media solutions.
• Customer Success 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.
• Identify growth opportunities and revenue potential within the accounts.
• Research customer contracts and purchasing history in Adobes 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.
• Identify the segments that have a high propensity for Adobe's solutions and then plan customer outreach and meetings.
• Sell into multiple levels of an organization, performing outbound prospecting to existing customers to identify new business relationships.
• Engage customers daily via Teams / Video calls to conducting extensive account reviews.
• During the account review understand clients strategic goals, challenges, and pain points, and propose tailored solutions to address them.
• Develop and execute strategic account plans that align with clients business objectives.
• Lead negotiations and pricing discussions to achieve mutually beneficial outcomes.
• You will serve as a trusted advisor ensuring the successful deployment of products.
• Address any issues or concerns promptly to maintain positive client relationships.
• Stay informed about industry trends, regulatory changes, and the competitive landscape of Document / Creative domain. Provide clients with valuable insights and thought leadership on industry best practices.
• Collaborate with Solution Specialists to maximize footprint of growing Adobe Solution streams like Adobe Acrobat & Sign, Creative Cloud, Substance, Stock etc.
• Managing the opportunity pipeline from week to week, providing accurate and timely updates to management on progress and outlook.
• Act as the voice of the client within the organization, representing their interests and needs.

What you need to succeed

• SMB Segment exposure and proven ability to manage a SMB/ midmarket customer set.
• 6 + 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 to 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.
• International Sales Experience with exposure to NA markets preferably.
• Working hours will coincide with the US Time Zones
• Bachelor s Degree or Equivalent
• Prospecting their networks, sending one-off or batch email