Enterprise Retention Consultant

THE OPPORTUNITY
A dollar of renewal saved is a dollar of growth. Adobes Retention Center of Excellence (COE) is investing in seasoned renewal leaders to consult with account teams and protect our largest enterprise contracts.
The Enterprise Retention Consultant protects and grows Adobes enterprise customer base by leading the most complex high-risk and high-value renewals across our largest strategic accounts.

ROLE OVERVIEW
The Enterprise Retention Consultant is a senior consultative role mapped to 2 Industries (NA) or Geographies (EMEA) partnering closely with the Industry / Region GM. The role will be assigned a list of renewals with $500K net attrition risk and will diagnose renewal risk coach account teams on deal strategy and negotiation and structures agreements that protect long-term retention and revenuewithout taking ownership of the deal.

KEY RESPONSIBILITIES
Diagnose renewal risk earlyidentifying root causes such as product gaps relationship erosion competitive displacement or economic headwindsand build targeted recovery plans.
In partnership with the account team advise on and set negotiation strategy for complex enterprise renewals involving procurement legal CFOs and executive sponsors on transactions exceeding $10M TCV.
Re-anchor customer value in competitive budget-pressured or high-leverage renewal situations where Adobe must re-earn the business. Build/leverage a playbook approach that brings the proper members of the Adobe ecosystem together to align on renewal strategy and coordinate all data/insights inputs from these teams into the renewal approach (e.g. CSM DSG)
Design creative deal structuresright-sizing multi-year terms consumption model adjustmentsthat balance customer value with Adobes long-term revenue objectives. Design compelling customer-facing deal structure and partner with deal desk to ensure proper back end/Adobe deal structure for seamless close.
Coach Account Directors on renewal executionstakeholder mapping value re-articulation and commercial negotiationelevating team capability without taking ownership of the deal.
Drive disciplined renewal processes: engage 1218 months pre-expiration align mutual action plans to customer budget cycles and maintain dynamic stakeholder maps.
Maintain accurate pipeline hygiene and renewal forecasts in CRM giving leadership clear visibility into at-risk deals and recovery status across assigned verticals.
Prioritize a high volume of concurrent engagements by risk revenue impact and strategic importancepartnering across Sales CS Finance and Legal to drive unified retention outcomes.

REQUIRED CAPABILITIES & EXPERIENCE
Ability to quickly diagnose renewal risk and structure sophisticated commercial agreementsright-sizing multi-year or consumption-basedthat protect revenue and reinforce customer value.
Creative thinker with ability and willingness to think outside of the box on how Adobe can collectively work together to retain the business of our customers.
Strong executive presence and communication skills to engage credibly at the C-suite level both internally and with customers.
Ability to pull together data and insights from multiple sources/stakeholders to help build compelling calls to action (internally and with customers)
Deep expertise in enterprise negotiationsnavigating procurement legal and C-suite stakeholders on complex multi-party deals.
Proven coaching abilitytrack record of elevating seller capability in renewal motions and influencing outcomes without direct authority.
Operational rigor managing renewal pipelines forecasts and risk reporting across a high-volume matrixed environment.

QUALIFICATIONS
10 years in enterprise SaaS sales or complex commercial negotiations with direct experience leading large-scale renewals.
Deep understanding of SaaS subscription models enterprise procurement and renewal economics.
Bachelors degree or equivalent experience.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity productivity and personalized customer experiences. Adobes 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 30000 employees worldwide are creating the future and raising the bar as we drive the next decade of growth. Were 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.

Lets Adobe together

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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 its restricted during live interviews. See how we think about AI in the hiring experience.

Expected Pay Range:

At Adobe for sales roles starting salaries are expressed as total target compensation (TTC base commission) and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition certain roles may be eligible for long-term incentives in the form of a new hire equity award.

State-Specific Notices:

California:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and fair chance ordinances.

Colorado:

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting) the application window will remain open until at least the date and time stated above in Pacific Time in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location no specific application window applies and the posting may close at any time based on hiring needs.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.