Enterprise Retention Consultant (m/f/d)

KEY RESPONSIBILITIES

• Diagnose renewal risk early—identifying root causes such as product gaps, relationship erosion, competitive displacement, or economic headwinds—and 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 Adobe’s 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 12–18 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-based—that 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

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.

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