Renewal Sales Operations 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!

The Digital Experience Subscription Renewals Team is currently seeking an enthusiastic, driven, and dynamic individual to join our exceptional team! Here at Adobe, renewals are at heart of our success as a company. As a Retention Program Specialist, you will be an integral part of driving performance in our company’s core business strategy. We are seeking passionate, creative and highly motivated teammates!

Retention Program Specialists provide focus and support on renewal performance and execution across all accounts. We work very closely with internal partners including Account Executives and Sales Leadership, Customer Success, and Operations specialists to build awareness and influence timely renewal success and retention plan execution.

To join our team, you need to have operations, and in-depth analytical skills, passion for customer success as well as the drive and discipline to manage, attrition and net ASV outlook, and execute on your pipeline with high efficiency and develop close partnerships with sales and customer success. Lead cross functional initiatives in support of renewals, collaborating closely with sales, sales operations, customer success and finance.

What you’ll do

• Developing expertise and understanding of Adobe's Digital Marketing Solutions, GTM Strategy, Conditions of Service, Commercial Terms and Adobe's standards for pricing and negotiating renewals
• Engaging with Sales, Sales Operations, and Customer Success Managers to identify and agree on risk profiles and retention plans on a regular basis
• Outstanding engagement skills, driving and motivating account managers, account executives, and partner managers to assist in driving renewals to successful conclusion
• Researching customer contracts and purchasing history in Adobe's various customer management systems in order to evaluate customer status, risks and opportunities for ASV growth, and validate renewal data
• We need close engagement with sales, legal, finance, consulting, customer success, etc. to resolve issues related to renewals performance and retention
• Running the opportunity pipeline from week to week, providing accurate and timely updates to management on progress and performance
• Attaining quarterly targets for bookings, timely renewals and driving maximum renewal rates overall

What you need to succeed

• Bachelor’s degree or equivalent in a numerate, technical or business field. Significant technical sales experience, with a consistent record may also qualify the candidate.
• Minimum 2 years’ experience in a similar /related function (e.g. CSM, Sales, Sales Management, Sales Operations, Services Renewals Sales/Operations) that includes direct customer interaction, pricing and negotiation
• Prior experience using excel, Salesforce, Microsoft Dynamics, to lead a large pipeline
• Excellent listening skills with the ability to lead and handle complicated situations professionally and aim to seek resolution in an efficient and expedient manner.
• Strong analytical skills and ability to clearly distill findings for broad consumption
• Advanced familiarity with Microsoft Excel and Salesforce a huge plus
• Competence in sales pipeline management and CRM tools, including Salesforce or SAP / Siebel CRM, or similar analytical and information management applications
• Evaluate end-to-end renewals business processes and look for ways to improve or enhance them.
• Comfortable with ambiguity and agile in adapting to change

Desirable:

• Good knowledge of Software as a Service sales models.
• A background in Services or Customer Care in a high-tech environment, supporting high value Enterprise customers / technology partners in sales situations.
• Exposure to contract negotiation/drafting, including Legal and Financial Governance.
• Highly motivated and passionate about renewals, relationship development, excellent communicator and standout colleague
• Previous experience with reporting sophisticated data analytics tools
• Ability to surface and implement best-practice processes and procedures with renewals
• Experience working with Enterprise Software, Subscriptions, Support and Service related contracts.

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 $64,500 -- $135,500 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 will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.

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 [email protected] 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.