Renewals Sales Specialist, Marketo - job 2 of 2

JOB LEVEL S20 ... EMPLOYEE ROLE Individual Contributor 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. Internal Opportunities Creativity, curiosity, and constant learning are celebrated aspects of your career growth journey. We’re glad that you’re pursuing a new opportunity at Adobe! Put your best foot forward: 1. Update your Resume/CV and Workday profile – don’t forget to include your uniquely ‘Adobe’ experiences and volunteer work. 2. Visit the Internal Mobility page on Inside Adobe to learn more about the process and set up a job alert for roles you’re interested in. 3. Check out these tips to help you prep for interviews. 4. If you are applying for a role outside of your current country, ensure you review the International Resources for Relocating Employees on Inside Adobe, including the impacts to your Benefits, AIP, Equity & Payroll. Once you apply for a role via Workday, the Talent Team will reach out to you within 2 weeks. If you move into the official interview process with the hiring team, make sure you inform your manager so they can champion your career growth. At Adobe, you will be immersed in an exceptional work environment that is recognized around the world. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you’re looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer. Adobe is an equal opportunity and affirmative action employer. We welcome and encourage diversity in the workplace regardless of gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other characteristics protected by law. If you have a disability or special need that requires accommodation to navigate our internal careers site or to complete the application process, please contact accommodations@adobe.com