The Opportunity
The Renewals Sales Specialist is responsible for renewing, up-selling, and closing license contracts for assigned accounts. Handling 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. Utilize internal systems to accurately manage client renewal information, status, and reports to accurately forecast contract renewals.
The Renewals Sales Specialist requires combining solution expertise, business strategy, and top-tier service to maximize platform value and solution adoption within the customer base. You will work closely with relevant internal departments including Account Executives and Directors, Product Specialists, Support Teams, Consultants, Contracting, Finance, and Legal to build awareness and influence for timely and successful renewals and expansion. In addition, you will engage directly with customers to propose the value proposition of Adobe's solutions, support business requirements, and overcome objections to ensure the success of upcoming renewals.
What You'll Do
- Manage a pipeline of strategic customer contracts coming up for renewal
- Develop relationships at the Senior Director / Executive level, and procurement, leading conversations around strategic renewal deliverables and commercials.
- Partner with internal teams to design and execute plans that align with both customer and organisational goals.
- Research customer contracts and purchasing history in Adobe's various systems to create timely and accurate proposals for renewals
- When retention risks are detected, collaborate with Sales, Support team, and management to propose recovery plans
- Demonstrates deep understanding of renewal trends, competitive landscape, and Adobe solutions. You’ll leads strategy sessions to align next steps and drive value realisation for customers and Adobe.
- Develop scalable renewal methodologies and content (e.g., KPIs, use cases) that drive customer success and pre-sales efforts, and shares insights to promote continuous learning and innovation.
- Regularly exceed renewal performance metrics, managing systems to document progress and interactions. You lead initiatives that ensure customer growth, retention, and value realisation.
- Champion the use of renewal methodologies, using data analysis to adjust strategies for maximum outcomes and fostering deeper partnerships.
What you need to succeed
- 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
- Ability to see the big picture and plan accordingly, yet detailed enough to handle the day-to-day customer interactions
- 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
About Adobe
Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.
Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.
** Let’s Adobe together**
At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.
Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic. Learn more.
Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call +1 408-536-3015.
AI Use Guidelines for Interviews: Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.
At Adobe, we empower employees to innovate with AI — and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it’s restricted during live interviews. See how we think about AI in the hiring experience.