Enterprise Retention Consultant

Adobe•San Jose, CA

About The Position

The Enterprise Retention Consultant protects and grows Adobe’s enterprise customer base by leading the most complex, high-risk, and high-value renewals across our largest strategic accounts. This is a senior consultative role mapped to ~2 Industries (NA) or Geographies (EMEA), partnering closely with the Industry / Region GM. The role will be assigned a list of renewals with $500K+ net attrition risk and will diagnose renewal risk, coach account teams on deal strategy and negotiation, and structures agreements that protect long-term retention and revenue—without taking ownership of the deal.

Requirements

Ability to quickly diagnose renewal risk and structure sophisticated commercial agreements—right-sizing, multi-year, or consumption-based—that protect revenue and reinforce customer value.
Creative thinker with ability and willingness to think outside of the box on how Adobe can collectively work together to retain the business of our customers.
Strong executive presence and communication skills to engage credibly at the C-suite level, both internally and with customers.
Ability to pull together data and insights from multiple sources/stakeholders to help build compelling calls to action (internally and with customers).
Deep expertise in enterprise negotiations—navigating procurement, legal, and C-suite stakeholders on complex, multi-party deals.
Proven coaching ability—track record of elevating seller capability in renewal motions and influencing outcomes without direct authority.
Operational rigor managing renewal pipelines, forecasts, and risk reporting across a high-volume, matrixed environment.
10+ years in enterprise SaaS sales or complex commercial negotiations, with direct experience leading large-scale renewals.
Deep understanding of SaaS subscription models, enterprise procurement, and renewal economics.
Bachelor’s degree or equivalent experience.

Responsibilities

Diagnose renewal risk early—identifying root causes such as product gaps, relationship erosion, competitive displacement, or economic headwinds—and build targeted recovery plans.
In partnership with the account team, advise on and set negotiation strategy for complex enterprise renewals involving procurement, legal, CFOs, and executive sponsors on transactions exceeding $10M TCV.
Re-anchor customer value in competitive, budget-pressured, or high-leverage renewal situations where Adobe must re-earn the business. Build/leverage a playbook approach that brings the proper members of the Adobe ecosystem together to align on renewal strategy and coordinate all data/insights inputs from these teams into the renewal approach (e.g. CSM, DSG).
Design creative deal structures—right-sizing, multi-year terms, consumption model adjustments—that balance customer value with Adobe’s long-term revenue objectives. Design compelling customer-facing deal structure and partner with deal desk to ensure proper back end/Adobe deal structure for seamless close.
Coach Account Directors on renewal execution—stakeholder mapping, value re-articulation, and commercial negotiation—elevating team capability without taking ownership of the deal.
Drive disciplined renewal processes: engage 12–18 months pre-expiration, align mutual action plans to customer budget cycles, and maintain dynamic stakeholder maps.
Maintain accurate pipeline hygiene and renewal forecasts in CRM, giving leadership clear visibility into at-risk deals and recovery status across assigned verticals.
Prioritize a high volume of concurrent engagements by risk, revenue impact, and strategic importance—partnering across Sales, CS, Finance, and Legal to drive unified retention outcomes.