Dir, Renewals Sales Strategy and Operations

Adobe • San Jose, CA

1d

About The Position

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. We are committed to creating exceptional employee experiences where everyone is respected and has equal opportunity. We realize new ideas can come from anywhere in the organization. We know the next big idea could be yours! The Opportunity The Americas is Adobe’s largest region, and you will join at a key moment to design, develop, and help deliver our future. You will work closely with senior sales leaders in the region to improve our business. As the head of Renewals Sales Strategy and Operations in the Americas, you will focus on driving strong recurring revenue growth and managing change across Enterprise Sales, Customer Success, Professional Services, and Partners. We seek someone with a customer experience focus who is both highly effective and efficient. They must think strategically and be ready to tackle hands-on work. We’ll need you to develop and drive the renewals strategy and maintain a regular schedule of business reviews. You will also manage day-to-day operations within the Americas while working with a global cross-functional team for support.

Requirements

• Experience leading a premier, sophisticated Renewal Strategy and Operations function driving significant financial advancement.
• A high-performance self-starter and people leader capable of leading and developing a high performing centralized but distributed operational team responsible for supporting $1B+ of revenues.
• A consistent success record in delivering strategic advice and operational management in Renewals Strategy and Operations within a complex technology sales environment.
• Skilled in developing tactical initiatives to increase renewal sales productivity and performance.
• History of launching innovative performance metrics and improvement programs.
• Ability to apply combined industry benchmarking information with a strong analytical capability to identify market trends and test alternative approaches to strategy that yield outstanding performance.
• Able to research, develop and complete sales tools, technologies and automation solutions/strategies in the field.
• Leading communication skills, both interpersonal and written, especially in presenting at senior levels within the organization
• Passionate about challenging the status quo and obsessed with operational excellence, finding improvements and results.
• The capacity to operate efficiently in a rapidly changing environment.
• Proven leadership and experience working across functional groups ensuring alignment of process driving the defined business strategy.
• Strong sense of ownership and flexible and resilient under pressure.
• Assertive and creative problem solver with a diplomatic approach who operates at the highest level of integrity.

Responsibilities

• Work in close partnership with sales and customer success executive leadership to direct the operations of the renewals business
• Manage field sales and ecosystem annual planning, encompassing the determination of financial objectives, organizational setup, account distribution, capacity modeling, territory allocation, quota setting, and compensation frameworks for the renewals business.
• Lead, coordinate and refine the renewal forecasting cadence, processes and artifacts, driving predictability.
• Develop and implement productivity and performance reporting for renewals management, individuals, and account opportunity.
• Support and optimize the renewals strategy including core sales processes and efficiency drivers, infrastructure and automation, regional performance and Enterprise Data Driven Operating model.
• Establish highly repeatable (and scalable) sales processes, automation and reporting methodology, both quantitative and qualitative that can be implemented across regions, and provide deep insights.
• Lead key sales productivity initiatives across Americas; focused on customer success, retention, bookings growth and ecosystem alignment
• Maintain strong relationships with Americas peers and collaborators to evaluate effectiveness of programs and impact of operational strategies, programs and improvements
• Effectively partner and appropriately challenge leadership to effectively overachieve targets and instill centralized processes.
• Accountability to assist renewals teams to improve performance through the development and driving deep adoption of both strategic and tactical programs.
• Conduct historical reviews of performance, and use predictively to direct the business to improved performance.

Benefits

• At Adobe, you will be immersed in an exceptional work environment that is recognized around the world.
• 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.
• Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed