Enterprise Sales Account Manager H/F

Contenu de l'offre Enterprise Sales Account Manager H/F chez Adobe

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Who are they?

Chez Adobe, l'objectif est d'offrir à chacun·e-des artistes amateur.e.s aux plus grandes marques-la possibilité de designer et réaliser des expériences numériques exceptionnelles, permettant ainsi à tou·te.s de créer des images, vidéos et applications de grande qualité, mais aussi de transformer la manière d'interagir avec les client.e.s à travers les écrans.

Le business d'Adobe repose aujourd'hui sur trois catégories de solutions basées dans le Cloud :

- Adobe Creative Cloud : Creative Cloud est la plateforme de création de référence. Elle inclut plus d'une vingtaine d'applications et de services pour la photographie, le design, la vidéo, la 3D ou encore l'UX design, exploitables sur ordinateur et mobiles. La place de marché Adobe Stock, intégrée aux applications, permet aux créatif.ve.s de bénéficier de 250 millions de contenus (visuels, templates, audio, vidéos, etc.). Behance rassemble par ailleurs plus de 24 millions de membre à travers le monde.
- Adobe Document Cloud : les solutions de Document Cloud, telles qu' Acrobat ou Sign accélèrent et fluidifient les processus documentaires. Document Cloud s'appuie sur un écosystème de partenaires étendu (Microsoft, Workday, Dropbox, etc.) pour rendre les documents facilement accessibles, où que les utilisateur.rice.s soient.
- Adobe Experience Cloud : Gestion de campagnes marketing et optimisation du parcours client, collecte, traitement et activation de la donnée, e-commerce et gestion du contenus, Experience Cloud est un ensemble intégré de solutions pour permettre aux entreprises de gérer et d'offrir des expériences numériques d'exception de bout en bout.

Depuis 2012, Adobe a considérablement renforcé ses investissements et sa présence en France.
- En 2013, Adobe a fait l'acquisition de Neolane, spécialiste de l'automatisation des campagnes marketing et de la gestion cross-canal. Désormais intégrée à Adobe, la technologie Neolane est toujours développée en France et déployée à travers le monde dans le cadre de l'offre Adobe Marketing Cloud.
- En 2015, Adobe a finalisé l'acquisition de Fotolia, banque d'images et de contenus libres de droits, à destination des professionnels de la création et du marketing du monde entier. Désormais membre de la famille Adobe, Fotolia fait partie de l'offre Adobe Creative Cloud sous la marque Adobe Stock.
- En 2019, Adobe a annoncé l'acquisition d'Allegorithmic, le créateur de Substance, le logiciel de référence des matières et textures 3D destinées aux jeux vidéo et à la post-production vidéo. Adobe franchit une étape majeure en ajoutant des workflows 3D et immersifs étendus à Creative Cloud et offre à sa clientèle stratégique de designers une nouvelle palette d'outils pour les projets 3D. Le centre de développement reste situé à Clermont-Ferrand.

En investissant dans ces trois entreprises technologiques françaises de renom, Adobe a considérablement renforcé sa présence en France où elle compte aujourd'hui plus de 500 collaborateur.rice.s et une équipe R&D substantielle, localisée à Paris et à Clermont-Ferrand.

Job description


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 !

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 craft 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 building 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 !

Digital Experience Account Manager
- Digital Experience AMs are dedicated account managers who quarterback account management and strategy for Transformational and Enterprise Accounts.
- Digital Experience AMs are responsible for maintaining current business and identifying expansion opportunities across Adobe solution portfolio.

What you'll Do
- Account Management - Own the customer relationship across all solution segments.
- Account Strategy - Responsible for developing over account strategy, partnering with EAs and Account SCs to define technical vision and roadmap.
- Business - Develops business case to deliver One Adobe story, focusing on business vision that supports a customer's long-term strategy & use cases.
- Upsell & Renewal - Responsible for the overall account health, ensuring that renewal risks are identified and addressed as well as expansion opportunities are identified.
- Cross-Sell - Partner with Marketing to find opportunities to expand and sell new solutions and overseeing full sales opportunity lifecycle.

What your Primary Accountabilities will BE
- Act as trusted advisors to senior partners and lead strategic account planning.
- Manage overall account across solution segments, coordinating resources to ensure alignment to overall account strategy.
- Identify and convert expansion opportunities.
- Actively manage renewal process, proactively identifying and addressing risk factors.
- Partner with technical experts (EAs and Account Meet or exceed quota for assigned territory.
- Deliver bookings / revenue across the full Adobe solution line.
- Drive ongoing value confirmation and provide insights into industry trends.

What you need to succeed
- Strong communication and relationship building skills to become trusted client advisor.
- Ability to position and communicate the value of Adobe products across solution segments.
- Identify opportunities for expansion or implementation of broader Adobe solution portfolio.
- Strong project management skills to coordinate dedicated, pooled and solution specific resources.
- Use client health data to identify adoption issues and proactively make recommendations.

At Adobe, you will BE immersed in an exceptional work environment that is recognized throughout the world on Best Companies lists. You will also 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 and explore the meaningful benefits we offer.

Adobe is an equal opportunity employer. We welcome and encourage diversity in the workplace regardless of gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, or veteran status.