Solution Account Manager - Remote Florida

Our Company

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 where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

 

The Opportunity

We are hiring for a Solution Account Manager in the Marketo space of our Digital Experience business. In this role, you will carry a quota, and be accountable for retaining and growing a portfolio of customers, building positive relationships and driving adoption of their products/solutions, with the ultimate goal that they consistently realize value in their Adobe investments.

We expect you to partner closely with Account Executives, Renewal Specialists, Partners, Product Marketing, Product and Technical Advisors and our Center of Excellence as you work with your customers at all stages of their digital transformation.

We are passionate about our customers’ success! We hire great people who know that relationships take nourishment; success takes a collaborative village; curiosity, communications and creativity matter, and personal growth is never-ending.

What you will do

• Create and cultivate exceptional relationships at all levels within your portfolio – from users to C-level executives – to ensure current and future business goals are met and value is realized.
• Proactively plan and prioritize programs and offerings that encourage your customers to adopt, renew and expand their investments, engaging with internal teams to make these plans a reality. 
• Focus on customer health as a key indicator of success. Using tools and other sources, you will assess account health, diagnose risk, and develop and lead creative adoption and wellness plans.
• Run full Enterprise sales cycles as you drive upsell motions across your book of business.
• Implement an engagement strategy for your accounts, featuring appropriate business reviews, check-ins and communications.
• Provide business and domain expertise to guide your customers’ digital transformation, mobilizing internal resources as appropriate.
• Partner with account executives and retention specialists as they progress complex expansion opportunities and operationalize renewals within your portfolio.
• Align with Customer Support on customer issues as necessary.
• Operate with sales discipline and organizational excellence to meet your annual retention and revenue goals and drive the net book of business.

What you'll need to succeed

• A minimum of 3 years’ prior quota-carrying account management, customer success, or sales experience in Software as a Service (SaaS) or Digital Marketing.
• A minimum of 2 years involved in running full sales cycles into the C/SVP level decision-makers in Marketing, IT, Sales and Procurement.
• Proven record of cultivating relationships and solution adoption at all levels within a customer account.
• History of meeting retention and new Annual Sales Value (ASV) goals.
• Ability to prioritize and coordinate programs and engagements to create optimal experiences for your customers in alignment with their needs and goals.
• Exceptional communication skills, adept at flexing content and style to best suit the situation and audience.
• A growth mindset and willingness to expand professional skills and technological understanding.
• Ability to be both a partner and collaborator with all organizations within Adobe.
• Expertise in engaging with, and influencing, C-level decision makers.
• Flair for guiding significant expansions of a customer’s footprint working in partnership with Account Executives. 
• Prior experience with Gainsight, PowerBI, Dynamics and Salesforce preferred.
• Existing knowledge of  Marketing Automation Software, similar to Marketo and a willingness to develop deep understanding of both Marketo and neighboring solutions including Customer Journey Optimizer, Adobe Campaign and Adobe Analytics.
• Flexibility to travel (approximately 20% of the time).

Our compensation reflects the cost of labor across several  U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $126,800 -- $234,100 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans.  Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

Adobe is proud to be an Equal Employment Opportunity and affirmative action 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.
 

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Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.