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 revenue without taking ownership of the deal.

KEY RESPONSIBILITIES

• Diagnose renewal risk early identifying root causes such as product gaps relationship erosion competitive displacement or economic headwind sand 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 structures right-sizing multi-year terms consumption model adjustments that 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 execution stakeholder mapping value re-articulation and commercial negotiation elevating 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 importance partnering across Sales CS Finance and Legal to drive unified retention outcomes

REQUIRED CAPABILITIES & EXPERIENCE

• Ability to quickly diagnose renewal risk and structure sophisticated commercial agreements right-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 negotiations navigating procurement legal and C-suite stakeholders on complex multi-party deals.
• Proven coaching ability track 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.
• Fluency in English and German; any additional European language is a plus

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…