Our CompanyChanging 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
From the moment you wake up in the morning until you go to bed at night consider the media you consume, the adverts you see, the apps you use, the websites you browse and almost all the shopping you do online throughout the day. Chances are that every single one of those interactions, every single one of those experiences, was touched by an Adobe product.
We have a fantastic opportunity for a Renewal Sales Specialist to join our Digital Media business based in Milan.
Adobe’s Digital Media Business Unit focuses on advancing state of the art content and driving digital transformation of industries. It provides tools and services that enable enterprises to create, publish, promote, manage and monetize their content anywhere through the Adobe Creative Cloud and Document Cloud. With the recent addition of Firefly Services (GenAI APIs), AI Assistant and Acrobat Services Adobe is supporting the creation at scale with unprecedented agility and efficiency.
Adobe’s creative and document solutions are used by designers, photographers, filmmakers, content publishers, storytellers, UX designers, knowledge workers, consumers and more. Through our connected apps and services, customers have all the tools and assets they need to create and manage content across desktop and mobile devices.
You will be part of a strong team of individuals driving Adobe Digital Media sales on a portfolio of Enterprise customers. You will report into a Sales Manager within the Digital Media business and work closely with the Senior Account Executive and Sales Solutions Specialists. You will carry an individual quota and individual objectives and will be encouraged to drive customer engagement face to face where necessary. You will drive renewal cycles including sales cycle for upselling Adobe’s product portfolio with a focus on our most innovative AI solutions. Mid-term opportunity to evolve internally to Account Executive position.
What you'll Do
- Achieve/exceed quarterly and annual sales quota
- Ensure we meet expectations in terms of Growth on Renewals and upsell/cross-sell
- Plan and prioritize sales activities which includes but are not limited to; pro-active prospecting on accounts renewing in the year, targeted sales campaigns, qualifying marketing leads, social media selling, and face to face customer meetings (as and when required) towards achieving agreed business goals
- Negotiate, liaise and communicate both internally and externally using appropriate methods to facilitate the sales process
- Deliver online or face to face presentations and demonstrations and coordinate internal resources as needed
- Support or drive the sales process up to closing on agreed opportunities (Adobe Enterprise Term License Agreements and Adobe VIP agreements) in collaboration with the Account Executives
- Create upsell and cross-sell opportunities across customer set, develop them leveraging Sales Specialist and Solution Consultants resources
- Establish and maintain relationships with channel partners
- Represents the company to the customer and the customer to the company in all sales-oriented activities.
- Use analytical and selling skills to understand the customer, their business and requirements to create a unique value proposition based on their needs and Adobe offerings
- Maintain and develop existing customers to optimize quality of customer engagement and experience therefore accelerating business growth
- Monitor and report on market and competitor activities and provide relevant feedback
- Always act with integrity.
What you need to succeed
- Candidates should have a track record of 5 to 10 years of successful business to business development or sales experience, ideally in SaaS companies, including experience in renewing multi-annual agreements with Enterprise accounts
- Understanding of the end-to-end value-based sales cycle from prospecting to closing
- Ability to call within all levels of an organization, identifying decision makers, and building long-term customer relationships by establishing trust and credibility
- Highly motivated and professional with excellent communication skills, confident and goal oriented.
- Ability to build pipeline through individual prospecting, lead qualifying, and cross-selling/up-selling into our customer base as well as targeting potential new logos
- Must have high ethics, integrity, and humility with a desire to operate as part of a team
- Ability to challenge the status quo to help drive innovation across the business
- Ability to work in Italian and English.
As our many awards will tell you, at Adobe you’ll be immersed in an exceptional work environment that is recognized around the world. You’ll 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, https://blog.adobe.com/en/topics/adobe-life and explore the fantastic benefits we offer at Rewards.adobe.com.
Adobe is an equal opportunity employer. We hire talented individuals, regardless of gender, race or colour, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, or veteran status. We know that when our employees feel appreciated and included, they can be more creative, innovative and successful. This is what it means to be Adobe For All.
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.
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.