Inside/Contract Renewal Sales Rep - Tokyo

Job Description Summary 

Responsible for renewing, up-selling and closing maintenance/ service/ license contracts for assigned accounts. Handle the entire renewals process for accounts; understand their requirements, guide them through the renewal cycle, negotiate and issue quotations, forecast renewal opportunities, track purchase orders, and close renewals on time.  

Utilize internal systems to accurately manage client renewal information, status, and reports to accurately forecast contract renewals.  Perform other related activities to provide a more efficient renewal process, including reporting renewal issues. 

The Challenge 

The Renewal Sales Specialist requires combining solution expertise, business strategy, and top-tier service to maximize platform value and solution adoption within the customer base. The Renewal Sales Specialist will be responsible for some of Adobe's most important customers, focusing on renewals and upsell execution of very important deals, while addressing customer issues and helping them take advantage of them. The Renewal Sales Specialist will work closely with relevant internal departments including Account Executives, Support Teams, Consultants, Customer Success Managers, and Legal to build awareness and influence for timely and successful renewals and expansion. In addition, the Renewal Sales Specialist will engage directly with customers to propose the value proposition of Adobe's solutions, support business requirements, and overcome objections to ensure the success of upcoming renewals. 

Responsibilities 

• Manage a pipeline of Customer contracts coming up for renewals.  

• Build relationships with Customer to assist in the adoption and renewals process. 

• Develop deep expertise and understanding of Adobe's Digital Experience Subscription to drive positive renewals. 

• Research customer contracts and purchasing history in Adobe's various systems to create timely and accurate quotations for renewals within the portfolio. 

• Communicate with customers, sales, consultants, Customer Success Manager and support to understand current customer usage and detect retention risks. 

• When retention risks are detected, collaborate with sales, Customer Success Manager, Support team and management to propose recovery plans. 

• Manage quarterly budgets for assigned accounts, ensuring successful renewals, and actively propose upsell opportunities. 

What you need to succeed 

• Experience of Project Management 

• Minimum of 3 years’ experience working as sales or working in related positions (Customer Success, Inside Sales, etc.) and involving in Sales process.    

• Excellent interpersonal skills and the ability to handle professional interactions 

• Ability to respond quickly to multiple ad hoc requests while meeting customer expectations 

• Japanese native level (communicating with customers)   

• Strong written and verbal communication skills; specific experience with remote teams  

• High-level English reading/writing skills 

• Strong adaptability and anti-pressure ability   

• Ability to work under strict procedures, timelines and compliance   

• Good team player to collaborate with other specialization roles. Strong problem-solving skills with high attention to detail.    

Desirable Skills 

• English business level (able to understand internal global meeting.) 

• Excellent executive-level communication skills (oral, written, presentation) with the ability to explain technical concepts 

• Familiarity with Adobe Experience Cloud technologies 

• Ability to use financial/quantitative data in decision making and recommendations  

• Analytical reasoning, creativity, conceptual ability, critical thinking, and judgment skills    

• Ability to see the big picture and plan accordingly, yet detailed enough to handle the day to day customer interactions 

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