Relationship Management Specialist 4

Adobe•San Francisco, CA

About The Position

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: The Adobe Sign team is searching for a hardworking, proactive sales representative to drive success and active usage of Adobe’s Acrobat Sign solution within an existing customer base. To ensure at risk customers who purchased Acrobat, Acrobat Sign or Acrobat Services (otherwise known as DCE) are actively consuming and seeing value with the solution purchased. This role that will be focused on getting customers activated and successfully using DCE as soon as possible after purchase.

Requirements

Minimum 5+ years successful Enterprise Sales Experience.
Strong understanding and proven experience in selling SaaS-based technology.
Excellent communication and presentations skills with an outstanding customer first approach.
Demonstrated experience crafting account / territory plans to exceed goals.
Customer Acuity - experience assessing each customer's technology footprint, strategic growth plans, technology strategy and the competitive landscape.
Ability to forge and maintain business relationships.
Steadfast curiosity and knack for generating creative ideas to bring value to customers.
Ability to prospect within accounts to find business owners to champion Acrobat Sign consumption.
Demonstrated track record of exceeding sales targets.
Ability to work successfully in a collaborative environment, partnering closely with all other organizations within Adobe including Sales, CSM Organization, Renewals Team, Product & Marketing Teams.

Responsibilities

Perform outbound contact / prospecting to existing high-risk customers to acquire net new business owners and define use cases for Acrobat Sign consumption.
Through prospecting efforts drive customer consumption / adoption of Adobe Acrobat Sign with goal of 90% or more usage by year 3.
Overcome barriers preventing high-risk customers from consuming Sign Transactions, Acrobat Services and or Acrobat purchased.
Convert customer problems into solutions…
Acquire and maintain a working knowledge of the complete capabilities of Adobe Acrobat Sign service offerings.
Maintain an active pipeline of opportunities to meet monthly, quarterly and annual objectives.
Collaborate with various groups within Adobe (Product, CSM, Sales, Marketing, Finance and Engineering, etc.) to provide customer feedback and drive consumption within defined accounts.
Assist CSM to unlock accounts and find business owners through active prospecting for Acrobat Sign as needed.
Sales strategy - Will develop effective and specific customer strategies and plans to ensure consumption targets by high-risk account and territory are achieved.
Improve overall customer satisfaction in assigned accounts.