Description
The Renewals Sales Specialist is responsible for renewing, up-selling, and closing license contracts for assigned accounts.
You will handle the entire renewals process for accounts, understand customer requirements, guide them through the renewal cycle, negotiate and issue proposals, forecast renewal opportunities, track purchase orders, and close renewals on time.
Key responsibilities include:
- Managing a pipeline of strategic customer contracts coming up for renewal
- Developing relationships at the Senior Director / Executive level, and procurement, leading conversations around strategic renewal deliverables and commercials
- Partnering with internal teams to design and execute plans that align with both customer and organisational goals
- Researching customer contracts and purchasing history in Adobe's various systems to create timely and accurate proposals for renewals
- Collaborating with Sales, Support team, and management to propose recovery plans when retention risks are detected
- Demonstrating deep understanding of renewal trends, competitive landscape, and Adobe solutions
- Developing scalable renewal methodologies and content that drive customer success and pre-sales efforts
- Regularly exceeding renewal performance metrics, managing systems to document progress and interactions
- Championing the use of renewal methodologies, using data analysis to adjust strategies for maximum outcomes and fostering deeper partnerships
Requirements:
- Minimum of 5 years’ relevant experience working in Sales/Customer Success/Account Management, specifically working in positions with commercial responsibility of renewing $M+ contracts
- Strong understanding of the renewal sales cycle and value selling processes into strategic accounts
- Ability to use financial/quantitative data to influence C-level decision making, make recommendations, handle objections effectively and clearly articulate ROI for the customer
- Advanced written and verbal communication skills to lead C-level discussions and articulating complex renewal concepts with clarity
- Data driven, results driven, and strong presenting skills
- Excellent interpersonal skills and the ability to handle executive interactions
- Ability to respond quickly to multiple ad hoc requests while meeting customer expectations
- Excellent forecasting skills
- Ability to work under strict procedures, timelines and compliance
- Disciplined at prioritizing, organizing, and executing
- Good team player to collaborate with other specialization roles
- Strong problem-solving skills with high attention to detail
Preferred qualifications:
- Understanding of Adobe Experience Cloud technologies
- Analytical reasoning, creativity, conceptual ability, critical thinking, and judgment skills
Benefits:
- Private medical insurance
- Employee stock purchase plan
- Holiday & global well-being days
- Allowances plus many more