Sr. Channel Sales Account Manager

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!

 

Responsibilities

Channel Account Management Subject area includes the following responsibilities:

• Align Adobe’s key go to market strategies including revenue growth and retention with SHI sales models to implement initiatives for revenue growth!
• Build relationships with key SHI sales and business leaders
• Co-sell with SHI sales representatives to end user’s on Adobe sales opportunities
• Drive all current marketing & product promotions to the SHI sales force with a focus to migrate, renew and grow the business
• Complete call campaigns and other sales initiatives
• Build and manage pipeline with SHI and Adobe sales reps with follow up and next steps to closure
• Maintain quarterly forecast of top opportunities across all market segments and buying programs
• Understand progress to target and recommend solutions to close potential gaps
• Serve as point of contact for Adobe opportunities as well as other questions related to SHI and Adobe
• Identify and advance key inhibitors to achieving sales results.
• Make effective use of cross-functional resources and understand how to use these resources and abilities to implement plans and achieve results.
• Understand partner profitability model and Adobe's scorecard measures to communicate and recommend the best use of financial investments for rebate programs, marketing, deal registration and promotion results.
• Able to prioritize the broad needs of the business with SHI while focusing on top revenue drivers.
• Act as the voice of the partner to all internal Adobe constituents
• Share standard methodologies and interact with peer sales group and SHI Licensing Specialists to mentor and coach.

Other more specific responsibilities include:

• Review Quote Reports daily to identify potential attrition and opportunities for upsell and cross sell.
• Manage pipeline opportunities for Adobe in SFDC pipe and special projects.
• Maintain up-to-date knowledge of Adobe's value proposition and competitive positioning in the marketplace.
• Manage operational support of account through cross functional team.
• Work with CAM and channel marketing to develop a robust marketing plan quarter to quarter.
• Market and carry out quarterly promotions.

Requirements

• The position is located in the Austin, TX area.
• Excellent communication and presentation skills required.
• 15% travel within North America.
• Be onsite at SHI in Austin 3 to 5 days per week except when traveling
• 5 years’ enterprise and channel sales experience.
• BS/BA or equivalent experience required.
• Able to clearly articulate Adobe solutions and licensing programs to customers
• Motivated by individual and team achievement
• Highly organized with ability to work in fast paced environment
• Preferred knowledge of Adobe, SHI & Technology industry

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 $187,600 -- $326,600 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.

State-Specific Notices:

California:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance wi