Adobe Vendor Manager ("VM") is a key member of the Climb Channel Solutions sales team who serves as an extension of our vendor at the distribution level. The Adobe VM is responsible for the strategic growth, development, and overall management of the Adobe partnership across the business. This role serves as the primary point of ownership for the Adobe relationship, connecting vendor strategy, sales, marketing, operations, finance, and executive leadership to drive revenue growth, partner engagement, retention, and operational excellence.
The role combines strategic account and vendor management with hands-on business operations, analytics, reporting, program execution, and cross-functional leadership. The Adobe Vendor Manager works closely with Adobe EDU stakeholders and internal teams to identify growth opportunities, strengthen the partnership, improve processes, launch new products and programs, and ensure alignment to both Adobe and company objectives.
Duties & Responsibilities
Outlined below are the responsibilities of the Vendor Manager, including but not limited to:
Build, maintain, and own the strategic relationship with the vendor
Develop and execute strategic plans to drive revenue growth, product adoption, upsell, cross-sell, and partner engagement
Monitor quoting, shipped revenue, pipeline, renewals, and product performance to identify trends, opportunities and gaps
Serve as subject matter expert on all vendor products, services, and processes through training/certifications
Achieve key performance indicators that support vendor objectives for sales growth and reseller recruitment
Develop & maintain an excellent working knowledge of vendor processes, including partner price methods, deal registrations, up-sell/cross-sell positioning, and best practices around all quote-to-order functions
Complete pipeline reports, prepare management forecasts, and manage the end-of-month communications
Work closely with Climb's Vendor Partner Managers & Marketing team to develop and execute marketing campaigns
Conduct/coordinate regular training, enablement, and certification sessions for the Climb field and inside sales team
Identify and drive the execution of ease-of-doing business initiatives that support reseller satisfaction and business process improvement
Monitor market trends and changes in the technology industry, specifically around the vendor's area of expertise; investigate opportunities to capitalize on emerging trends and high-growth segments
Lead recurring business meetings with Adobe, including agenda development, business updates, action items and follow-through
Own planning and execution of Quarterly Business Reviews (QBRs) with Adobe
Knowledge, Skills, and Experience
A "Need to Win" attitude and the ability to persevere to see sales initiatives through to completion
A relationship-oriented team player who is comfortable with and gaining commitment across different functional areas at various management levels, both within and outside the organization
Relevant marketing, selling, and/or technical qualifications, including experience with the technology distribution channel
Knowledge of and demonstrated ability in core and job-related competencies, including strategic planning/execution, leadership, relationship management, impact and influence, presentation, negotiation, problem-solving, judgment and decision-making
Exceptional organization, time management, prioritization, and execution skills
Strong and effective communicator, including verbal and writing skills, as well as good presentation skills
Experience working with technology distribution channels is an asset
Manage multiple priorities, influence cross-functional teams without direct authority, communicate effectively with executives, and build trusted relationships with strategic technology partners
Location: Hybrid; Madison, WI
Salary Range: $80,000 - $120,000
