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As a member of the Americas Sales Operations team within the GTM & Sales Organization, you will play a key role in driving incremental retention and customer satisfaction with Adobe’s customers. This is a critical discipline for Adobe in 2018 and beyond. The ideal candidate will know how to take big data and summarize, aggregate and turn insights into well executed sales programs that will drive both revenue and customer satisfaction improvement. Your experience operating in a cross-functional and collaborative environments driving sales programs that improve retention will provide you with the foundation necessary to be successful in this dynamic, high-impact position.
Partner with core teams to set priorities for improvement of retention for Adobe’s Digital Media customers. These core teams include the Buying Programs team, Sales Enablement, Product Marketing, Sales Finance, BU Finance, and Customer Success.
Develop deep understanding and perspectives on the current state of retention for Adobe’s GTM & Sales business
Ensure all decisions are relevant using data, information, relationships to improve retention and customer satisfaction.
Responsible for developing and optimizing the retention model and reporting for the Digital Media business across indirect route to market
Oversee attrition and renewal reporting, cohort analysis, re-subscriber analysis and predictive retention modeling
Drive transitions from old processes to new automation across both route to markets to improve retention
Creating and publishing weekly dashboards and scorecards to provide insight on units, ARR, revenue by products, market segments
Analyzing pipeline to create forecasts and identifying potential gaps to quarterly plan
Financial modelling and quantitative analysis to support business decisions on promotions and program
Build forecasting dashboards to provide early insights on the health of the pipeline by analysis of pre-sales activities
Conduct quarterly reporting for business reviews
Support sales teams with analytics for decision support
Report out on a regular basis to all key stakeholders about progress with core teams
Serve as subject-matter-expert and key contributor on cross-functional teams chartered to help with retention
The ideal candidate is a data-driven with strong analytical skills and proven success understanding and optimizing the ability to track and forecast the customer renewal cycle. S/he will excel at combining data analysis to develop actionable insights and plans to drive renewals and retention across our route to market.
2+ years of experience in sales operations or program management
Knowledge of software industry channel sales models preferred
Demonstrated excellence in conceptual thinking, analytical, and problem-solving skills
Excellent reporting skills with Excel
Advanced experience with systems tools such as Excel, MicroStrategy, Tableau and Salesforce.com
Experience driving results through extended and cross-functional teams
Demonstrated experience building strong relationships with key internal and external stakeholders, with experience working cross-functionally to drive results.
This position will be reporting to the Sr. Manger of Americas Sales operations and based in San Jose.
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