Renewals Sales Specialist, Marketo - job 1 of 2

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 Adobe Marketo Renewals Sales Specialists have tremendous influence and exposure across our organization, ecosystem (Solution and Technology Partners), and customer community. We are seeking the next license renewal champion for Marketo Engage and Measure solutions. Segmented by key geographic regions within the United States, you will be assigned a portfolio comprising of SMB and Mid-Market customers with the focus of retaining your base, growing relationships and customer footprint, and improving client value; you must be a consultant that has a passion to discover, qualify, negotiate, and see renewals through from start to finish. Renewals Specialists are a part of our Specialist Organization and work cross-functionally across other Customer Success teams, Legal, Deal Desk, Enterprise Deal Strategy, Sales Ops, Finance, Marketing, Channel, Support, executives, etc. Your primary measure of success is achieving defined renewal rates and increasing client spending for the accounts within your portfolio. The most impactful Renewals Managers can be described as expert negotiators, genuine leaders, creative problem solvers, and lifelong learners. We invite you to apply if this sounds like you. What You'll Do • Sustain high levels of client retention during contract renewals • Identify and capture upsell on your opportunities • Understand complex businesses, uncover their overarching objectives, problems, and help solve those opportunities using Adobe solutions • Negotiate commercials, prices, redlines, etc. with senior executives across varying organizations and industry verticals • Accurately forecast and manage pipeline on a monthly and quarterly basis • Drive memorable and delightful customer experiences • Keep a clean house and maintain accurate/current information across CRM and other systems • Reinforce strong customer health • Increase customer value and adoption • Maintain up-to-date knowledge of Adobe's competitive positioning in the marketplace What you need to succeed • Experienced negotiator across Directors through C-Suite • Great at forming and fostering relationships • Disciplined at prioritizing, organizing, and executing • Strong presenter • Results-oriented • Data-driven • Lifelong learner • High emotional intelligence • Leader in the field • Excellent written and verbal communication skills • Experienced with CRM (Customer Relationship Management - Salesforce or Microsoft Dynamics) • 3-5 years of prior inside/outside sales experience, preferably in enterprise software, with a proven track record of success • Bachelor's degree or equivalent work experience Preferred Qualifications • Understanding the sales cycle and solution selling process into Strategic Accounts is helpful, but not required • Deep understanding of Adobe Marketo Engage and Measure • Enterprise software account management • Value-based selling certification (or similar) 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 $75,500 -- $138,400 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. 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 accommodations@adobe.com 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 other's employees