Manager, Renewals & Growth - Workfront
Adobe
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
As Manager of the Renewals and Growth team at Adobe, you will focus on Adobe’s Digital Experience technology by managing a team of Renewals Sales Specialists in the Strategic segment of our business. In addition, you can expect to work very closely with the vertical sales leaders, to retain existing strategic customers and grow our DX relationship with them. The team is fueled with a real passion for helping our customers find value in their existing solutions and growth and a relentless dedication to making the Marketer successful. We hire dynamic, passionate, creative leaders who thrive in fast-paced environments.
What You'll Do:
The primary role is to retain and expand your team’s book of business on a monthly basis, meeting or exceeding your quarterly quota
Establish methods and practices to ensure that Renewals Sales Specialists can effectively guide their customers on how to realize maximum business value, renew annual contracts, and expand the relationship
Partner with cross-functional leaders to align on objectives and achieve and exceed renewal + upsell/cross-sell goals
Deliver detailed and accurate team forecasting on a monthly, quarterly, and annual basis
Ensure the team is delivering on retention targets and driving best-in-class key deliverables including QBRs, customer presentations, etc.
Identify and lead key initiatives that will up-level the performance of the RSS organization
Build a diverse community of engaged employees and maintain top talent
Partner with peer management teams to address gaps in existing processes with end goal of providing a top-notch experience for Renewals Sales Specialists and existing Adobe customers
Coach and mentor individual team members via 1:1s, quarterly check-ins, etc. to address skill gaps and coach the team to top-level performance
Identify areas to improve Adobe’s renewals and sales processes. Provide ideas and solutions to drive scale
What you need to succeed:
You have 3-5 years in a similar role leading teams to drive retention and expansion of existing Adobe portfolio
You have 3+ years of SaaS field sales experience in data, personalization, content, or customer journey management
You have experience developing individual contributors in their careers and helping them achieve success in their roles
You have a track record of exceeding sales targets and goals
You have experience developing repeatable processes to drive predictable business outcomes
You know how to build trusted relationships with internal and external executive sponsors and end users
Excellent written and verbal communication, interpersonal skills, problem-solving, decision-making, and critical thinking
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.