Solution Utilization Management Specialist

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 Opportunity ​

The Solution Utilization Management team provides scaled upsell support to our sales partners in Industry Led, Solution Led and RSS organizations. We are seeking an individual who thrives as a creative problem solver and will work on identifying, building, and driving scaled and programmatic upsell motions specific to Adobe’s Content, Workfront, and Commerce product groups.

What You'll Do ​

• Partner with the assigned product ecosystem to document, build, and run repeatable upsell motions

• Supervise customer usage trends, distribute data at scale, provide cadenced analysis, and guide sales motions across the organization

• Collaborate with account teams to determine roles and responsibilities for any given deal​

• Report on the total state of the business on a weekly basis, identify gaps and provide direction and analysis to leadership

• Supervise upsell pipeline as they progress through sales stages

• Identify areas for new opportunities, and drive pilot programs

• Establish relationships and trust across the various departments required in an upsell sales motion

• Provide tailored talk track and strategy for upsell motions centered around customer usage and contractual language & commitments

• Make recommendations to unlock future upsell using the understanding of product/contractual framework and leverage the entire Adobe ecosystem to affect change

What you need to succeed ​

• Proven track record in identifying, build, and scale processes

• Familiarity with various business systems such as Salesforce, SAP, PowerBI, etc.

• Ability to manipulate and interpret data sets to identify areas of potential upsell value

• Proficient problem solver with the ability to work through sophisticated problems

• Skilled customer-facing communicator and negotiator

• Strong ability to navigate a highly matrixed environment

• Familiarity with basic sales cycles and processes

• Proficient in Excel and project management skills

• Able to read and interpret contractual clauses and revenue recognition obligations

• Capacity to understand technical vocabulary and product functionality