Director, GTM Partnerships

Adobe; San Jose (CA); On-site; USD 150,000 - 250,000; Full time

Job summary

Adobe in San Jose, California, is seeking a Director for the Corporate Partnerships team to drive growth through strategic partnerships. This role involves collaborating with internal teams to develop partnership strategies, negotiating complex business agreements, and managing a team focused on key partnerships. Ideal candidates will have over 15 years of experience in business development, strong negotiation skills, and an ability to manage cross-functional relationships. Willingness to travel globally is a must.

Qualifications

• Over 15 years of experience in business development and strategic partnerships.
• Proven ability to negotiate complex deals with large partners.
• Experience managing teams and leading discussions at the executive level.

Responsibilities

• Identify avenues for growth and develop partnership strategies.
• Provide market feedback to influence product and marketing initiatives.
• Negotiate mutually beneficial agreements with strategic partners.
• Manage a team of Business Development Managers.

Skills

Business development

Negotiation

Strategic partnerships

Team management

Market assessment

Education

Undergraduate degree

Job description

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 and company executives to drive successful partner deals with global and regional companies to advance Adobe's objectives. 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 on 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 toward 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.

Adobe is a proud Equal Employment Opportunity employer. We do not discriminate on the basis of gender, race, color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic.