Account Manager, Channel Sales

求めている人材と役割

チャネルセールス アカウントマネージャーは、パートナーを通じて、デジタルメディアソリューション(Creative CloudやDocument Cloud事業領域）製品やサービスの売上を最大化する役割となります。チャネルセールスアカウントマネージャーは、日本国内の大手チャネルパートナー(ディストリビューター/リセラー)を直接管理し、新しいビジネスチャンスを創出し実行することで収益の最大化を目指す役割となります。担当パートナーの顧客へ、パートナーと協業し提案活動を行います。

追記要項

この職種は、見込み客や顧客と技術的な関係を築くことにやりがいを感じる方に向いています。技術的な専門知識、アカウントマネジメントスキル、営業力、そして高い顧客志向をもって、セールス組織の中核を担っていただきます。人と関わることが好きで、アドビのソリューションが現実の場面でどのように機能するかをプレゼンテーションやデモを通じて明確に伝えながら、顧客の導入プロセスに伴走することを楽しめる方を求めています。また、学ぶ意欲があるだけでなく、アドビのソリューションコンサルティングコミュニティ全体に貢献し、プロジェクトを推進していける方を歓迎します。

具体的な職務内容

• 担当する戦略パートナーとのビジネス拡大を推進し、年間および四半期の売上目標達成をリードする。
• パートナーと共同でビジネスプランを策定し、パイプライン創出、案件開発、売上予測管理を推進する。
• アドビのソリューションを活用した新規ビジネス機会を発掘し、アップセル、クロスセル、新規顧客獲得を推進する。
• サブスクリプションライセンスでの更新ビジネスの戦略立案、更新率を管理し、売上を最大化する。
• パートナーの営業組織および経営層との関係構築を通じて、中長期的な成長戦略を立案・実行する。
• アドビの営業部門、ソリューションコンサルタント、マーケティング部門を始めとした内部部門と連携し、大型案件の創出および新規/更新案件の受注を推進する。
• パートナー向けプログラムやイネーブルメント施策や共同マーケティング活動を企画・実行し、販売力強化および市場開拓を支援する。
• DX、デジタルドキュメント、生成AI領域における新たな市場機会を開拓し、パートナーとの協業を通じてビジネス成長を実現する。

望ましいスキルと経験

• 5年以上のパートナーセールス経験、もしくは3年以上のエンドユーザーへのセール経験
• IT業界でのセールス経験。売上目標達成した経験がある事
• ソフトウェア製品のソリューション販売経験がある事
• モチベーションが高く、営業活動や関係業務、その他全社的なプロジェクトに積極的に取り組む事ができる方
• チームメンバーに大きな刺激を与える情熱があり、積極的にチームワークを発揮できる方
• ストーリーテリングを含む優れた言語コミュニケーション能力とプレゼンテーション能力を有する方（口頭・文章ともに）
• 課題のヒアリング・整理・解決に向けた、優れたビジネス・テクノロジー分析能力。
• 日本語が堪能ある事とビジネスレベルの英語の読み書き及び会話が可能なこと。

About the Role

The Channel Sales Account Manager is responsible for the success of growing Adobe's revenue in Digital Medial Solutions. The role directly manages channel partners in Japan to generate revenue by identifying and qualifying new business opportunities.

A bit more about you

This job is for someone who thrives in building technical relationships with prospects and customers. In this role, you will be a critical part of our sales organization by driving sales with your technical expertise, account management skills, sales ability, and superior customer focus. We are looking for candidates who love to work with people and that enjoy partnering with customers on their journey to ensure they understand how Adobe's solutions will work in the real world, using presentations and demonstrations that clearly articulate the context of these solutions. Someone who is eager to learn, but also contribute to and help drive projects that benefit the larger Solution Consulting community here at Adobe.

Detail of Job Responsibilities

• Drive business expansion with assigned strategic partners and lead the achievement of annual and quarterly sales targets.
• Develop joint business plans with partners, and drive pipeline generation, opportunity development, and sales forecast management.
• Identify new business opportunities leveraging Adobe solutions, and accelerate upsell, cross-sell, and new customer acquisition initiatives.
• Formulate renewal strategies for subscription-based licensing, manage renewal rates, and maximize revenue.
• Build and strengthen relationships with partners' sales organizations and executive leadership to develop and execute mid-to-long-term growth strategies.
• Collaborate with Adobe's internal stakeholders — including Sales, Solution Consultants, and Marketing — to drive the creation of large-scale opportunities and accelerate the closing of new and renewal deals.
• Plan and execute partner-facing programs, enablement initiatives, and co-marketing activities to enhance sales capabilities and support market development efforts.
• Identify and develop emerging market opportunities in the areas of Digital Transformation, Digital Documents, and Generative AI, and drive business growth through strategic partner collaboration.

Preferred Skills and Experience

• 5+ years of partner sales experience, or 3+ years of end-user selling experience
• Sales experience in the IT industry with a proven track record of achieving sales targets
• Demonstrated experience selling software product solutions
• Highly motivated and proactive, with the ability to drive sales activities, related tasks, and company-wide projects with a strong sense of ownership
• Passionate team player with the ability to inspire and energize team members, while actively contributing to a collaborative team environment
• Excellent verbal and written communication and presentation skills, including the ability to craft and deliver compelling narratives through storytelling
• Strong business and technology analytical skills, with the ability to identify, structure, and resolve client challenges effectively
• Proficient in Japanese; business-level English proficiency in reading, writing, and spoken communication is required

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.

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