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!
As Manager of the Digital Experience Enterprise Programmatic Upsell Team at Adobe, you will provide focus on Adobe’s Digital Experience technology by leading a team of Programmatic Upsell Specialists.
In addition, you can expect to be working very closely with the Field Sales Leaders, using data to drive an aggressive upsell and cross sell sales motions into existing enterprise customers.
The team is fueled by a 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, and creative leaders who thrive in fast-paced environments.
What You'll Do :
The primary role is to use product data to expand the Digital Experience renewable book of business on a monthly basis, meeting or exceeding your quarterly quota.
Establish methods and practices to ensure that Programmatic Upsell Specialists can optimally guide their stakeholders and customers on how to realize maximum business value, renewal annual contracts and expand the relationship.
Partner with cross-functional leaders to align on objectives and achieve and exceed renewal + upsell / cross-sell goals
Ensure team is delivering on upsell 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 Programmatic Upsell organization
Build a varied community of engaged employees and maintain top talent.
Partner with peer management teams to address gaps in existing processes with the end goal of providing a top-notch experience for Programmatic Upsell Specialists and existing Adobe customers.
Coach and mentor individual team members via weekly 1 : 1s and quarterly check-ins to address skills gaps and coach team to top-level performance
Identify areas to improve Adobe’s renewal and upsell processes across all solutions. Provide ideas and solutions to drive scale
Collaborate with dedicated resources from the product business units to provision and monitor product utilization
Collaborate with product business units on launch readiness capabilities in connection with programmatic upsell
What you need to succeed :
3+ years in similar roles leading teams driving retention and expansion of existing Adobe portfolio
3+ years of SaaS sales operations experience in data, personalization, content or customer journey management
Experience developing individual contributors in their careers and helping them achieve success in their roles
Proven track record of exceeding sales targets and goals.
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 communications, social skills, problem-solving, decision-making, and critical thinking.
Technical skills regarding product usage data analytics, SQL
Pursuant to the Colorado Fair Pay Act, below is a summary of compensation elements for this role at the company if based in Colorado.
Colorado Starting Salary : $136,400 - $177,200
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.