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About the Role

The Channel Account Manager - Renewals is a critical role within the NA Channel & Partner Sales organization, focused on protecting and growing our most important renewal revenue across the channel. This person will operate as the renewal lead and internal coordinator for our largest and most complex channel renewals, ensuring that at-risk accounts are identified early, action plans are in place, and the right internal and partner resources are aligned to retain customers. Working across sales, partner management, pricing, and internal sales teams, the CAM - Renewals will drive a consistent, structured approach to renewal management that prevents revenue leakage and strengthens partner relationships.

Responsibilities

Own and manage a portfolio of high-value channel renewals across NA, ensuring complete visibility and prioritization across the pipeline.
Identify at-risk renewals early through partner and customer signals, pipeline data, and engagement indicators.
Maintain up-to-date renewal forecasts and account statuses, providing regular reporting to sales leadership.
Ensure no large renewal falls through the cracks by acting as the accountable owner across the full renewal lifecycle.
Build and execute structured action plans for at-risk renewals, tailored to the specific commercial, technical, or relationship issues at play.
Proactively engage partners and internal teams to address blockers before they become critical, including pricing concerns, competitive threats, or customer dissatisfaction.
Leverage available commercial levers - including promotional pricing, deal registration, multi-year commitments, and tier incentives - to protect and close renewals.
Track actions and outcomes for each at-risk account, iterating plans based on results.
Act as the primary internal coordinator for renewal opportunities, aligning and mobilizing the right resources from channel sales, inside sales, partner management, pricing and, if necessary, deal desk.
Work closely with Channel Account Managers to ensure renewal strategies are integrated into broader partner plans.
Facilitate timely engagement from product specialists and senior stakeholders where deal complexity demands it.
Ensure handoffs between teams are clean and accountable, with no gaps in ownership.
Build strong working relationships with key partners, distributors, and resellers to understand their customers' renewal outlook and surface risks early.
Support partners with the tools, information, and commercial proposals they need to have effective renewal conversations with end customers.
Help partners shift from a reactive renewal posture to a proactive one, coaching them on timing, value articulation, and upsell opportunities.
Provide feedback from partner conversations into enablement and commercial planning to address systemic blockers.
Maintain accurate and current opportunity data within CRM systems, enabling reliable forecasting and management visibility.
Provide regular updates to leadership on renewal health, coverage gaps, win/loss trends, and key risks.
Contribute to post-renewal analysis to identify patterns and improve future renewal motions.

Requirements

Proven experience in a channel sales, renewals, or partner management role within a software or SaaS business.
Demonstrated track record of managing complex renewal cycles involving multiple internal and external stakeholders.
Experience working with or within a channel-led sales model, including distributors, resellers, and value-added partners.
Familiarity with commercial levers in software licensing - VIP, ETLA, multi-year agreements, promotional pricing.

Skills

Strong organizational and coordination skills
Excellent stakeholder management
Analytical and data-driven
Problem-solver
Commercially astute
Collaborative

Location

Work Type

Full-time

Experience Level

P40
Individual Contributor

Salary/Compensations

$188,700 -- $332,850 annually
$229,800 - $332,850
$206,100 - $298,350

Benefits

Total target compensation (TTC = base + commission)
Short-term incentives in the form of sales commission plans
Annual Incentive Plan (AIP)
New hire equity award

About the Company

At Adobe, you will be immersed in an exceptional work environment that is recognized around the world.
You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely.
If you’re looking to make an impact, Adobe's the place for you.
Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.
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.

Equal Opportunity

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