Account Manager - Farming role

Role & responsibilities

We are expanding a team of Account Managers who will work with a focused cohort of the reseller transacted book of business to expand and grow Adobes footprint.

This role is crucial in driving revenue growth through strategic cross-sell and upsell initiatives. The incumbent would be responsible for helping the customers adopt the solution with ease, optimizing their product experience and guiding them to internal support teams if need be. This role entails nurturing and co-selling with partners where a rep. will be responsible for the entire gambit of account management like Strategic Account planning, Client Need assessment, building connects strategies with multiple stakeholders, conducting extensive account reviews, driving growth through cross-selling / upselling, and building long-term relationships.

KPIs for this role will be maximizing Net ARR by growing Gross and mitigating Cancels.

Preferred candidate profile

Drive revenue growth by identifying upsell and cross-sell opportunities. You would be responsible for driving Net ARR from the allocated customers for the various Digital Media solutions.

• One of the key measurement metrics will be how well a rep can reach out to the large book of business, building connections and engagements.
• Account managers primary goal will be to understand Customers business needs / pain points on document workflows & creative content creation, offer solutions, and foster long-term partnerships that drive business growth.
• Managing the opportunity pipeline from week to week, providing accurate and timely updates to management on progress and outlook. As an Account manager, you will be responsible and measured on how well you are executing on the key products such as Acrobat, Acrobat AI, Express, Acrobat Sign
• 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.
• Devise customized connect strategy based on the account plan.
• Identify the segments that have a high propensity for Adobes solutions and then plan customer outreach and meetings.