Director, GTM Partnerships

Adobe Inc.; San Jose (CA); On-site; USD 180,000 - 280,000; Full time

Job summary

Adobe Inc. in San Jose, California, seeks a Director of Corporate Partnerships to drive growth through strategic OEM and Telco partnerships worldwide.

You will lead cross‑functional teams, negotiate complex deals, and align with executives to advance Adobe's Creativity and Productivity portfolio. This role demands 15+ years in business development and a proven ability to build executive relationships, travel internationally, and coach a team of Business Development Managers to deliver measurable

Qualifications

• 15+ years of partner development, software/cloud/Internet experience.
• Ability to build partnership strategy and run financial models.
• Proven track record of building executive relationships across orgs.
• Experience negotiating complex legal agreements with large partners.

Responsibilities

• Identify growth avenues and develop partnership strategy with cross-functional teams.
• Provide market intelligence to influence product, engineering, and marketing priorities.
• Build and maintain executive-level relationships with partners to drive business impact.
• Represent Adobe in negotiations to secure mutually beneficial outcomes.
• Drive strategies for competitive advantage and market growth.
• Achieve deal structures with key partners with leadership alignment.
• Lead a team of Business Development Managers to drive partnerships.

Skills

Partnership strategy

Executive relationships

Negotiation

Business modeling

Cross-functional leadership

Global partnerships

Education

Undergraduate degree

Job description

The Opportunity

The Adobe Corporate Partnerships team is dedicated to delivering material growth and market share expansion through strategic product, technology, and distribution partnerships. This is a director level role with a global remit focusing on OEMs and Telcos manufacturers. You will collaborate closely with cross‑functional team members alongside company executives to drive successful partner deals with global and regional companies to advance Adobe's objectives. The main priority will be driving partnerships for Adobe's Creativity and Productivity product portfolio. This will be a quota‑bearing role.

What You’ll Do

• Identify new avenues for business growth. Develop partnership strategy and vision for joint success. Engage with cross‑functional teams to deliver on this vision.
• Provide partner feedback and market intelligence to Adobe's product, engineering, and marketing teams to influence priorities and craft future decisions.
• Build, maintain, and evolve strong consultative executive‑level relationships with partners to align on strategy and deliver concrete business impact.
• Represent Adobe in negotiations, demonstrating your proven ability to secure mutually beneficial outcomes.
• Determine and successfully implement strategies that drive competitive advantage and market growth.
• Drive consensus and approval from business unit collaborators and executive leadership to formally engage in deal structuring with applicable strategic partners, including business terms for such deals.
• Manage a team of Business Development Managers focused driving key partnerships.

What You’ll Need to Succeed

• Over 15 years of proven experience in business development, sales and strategic partnerships negotiating customized, first‑of‑its‑kind deals.
• Ability to operate with a high degree of independence to identify and evaluate new business opportunities, build partnership strategy, assess market opportunity / competitive landscape, and develop financial / business models.
• Consistent track record of building positive relationships and driving consensus internally across product, marketing, legal, finance, and sales. Proficient in leading discussions about complex business decisions with executive leadership.
• Experience with negotiating complex legal agreements with large, strategic partners.
• Ability to act as a creative, strategic problem solver, incessantly seeking opportunities to materially impact the business.
• Experience working across regions with global companies, with preference towards OEMs, Telcos and/or Mobile companies.

Minimum Qualifications

• A track record spanning 15 years or more in partner development in software, cloud, and/or Internet.
• Undergraduate degree and/or relevant experience.
• Willing to travel globally on a quarterly basis.
• 10+ years of managing a team.

Equal Employment Opportunity

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.