Job Description

Our CompanyChanging the world through digital experiences is what Adobes all about. We give everyonexe2x80x94from emerging artists to global brandsxe2x80x94everything they need to design and deliver exceptional digital experiences! Were passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.Were 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!Adobe
Changing the world through digital experiences is what Adobes all about. We give
everyonexe2x80x94from emerging artists to global brandsxe2x80x94everything they need to design and
deliver exceptional digital experiences. Were passionate about empowering people to create
beautiful and powerful images, videos, and apps, and transform how companies interact with
customers across every screen.
Were 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 xe2x80x98sales 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 Adobes SMB
customers and the role is pivoted around 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 youll 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 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
• Bachelors Degree or Equivalen

Adobe is proud to be an 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.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 or call (408) 536-3015.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 others employees.

Adobe