Global Alliances Director, Microsoft GTM

Adobe; San Jose (CA); Remote; USD 286,000 - 415,000; Full time

Job summary

Adobe is seeking a seasoned Global Alliance Director to lead the Microsoft partnership. You will own the end-to-end GTM strategy, drive revenue through Microsoft field engagement and joint co-sell motions, and align executives across Adobe and Microsoft to enable Azure Marketplace adoption and strategic account expansion.

You will shape programs, operate across time zones, and guide cross-functional teams in sales, product, and marketing to deliver measurable growth and customer value.

Qualifications

• MBA or equivalent practical experience.
• 10-15+ years in global technology partner management, GTM, and partner sales leadership, working directly with enterprise customers, cloud service providers, C-level executives, and sales leaders.
• Industry knowledge: Enterprise software sales and operations, competitive landscapes, and cloud marketplace business models.
• Alliance expertise: Deep knowledge of alliance management, co-sell metrics and motions, and partner programs, ideally within the Microsoft ecosystem.
• Hyperscaler partnerships: Experience developing GTM strategy and co-sell programs with the largest hyperscalers.
• Strategic agreements: Experience planning and executing multi-year partner sales and product agreements.
• Influence and collaboration: Ability to lead cross-functional initiatives across matrix organizations.
• Communication: Exceptional communication skills and executive presence.

Responsibilities

• Own the end-to-end GTM strategy and operation of the alliance, prioritizing high-value enterprise opportunities and driving revenue through Microsoft field engagement and joint co-sell motions.
• Decide where to concentrate investment across the partner portfolio, and make the case to stop investing where returns are not there.
• Provide market intelligence and competitive insight on the partner ecosystem to inform product and commercial strategy.
• Partner with Adobe’s alliances, sales, partner marketing, and regional cloud teams to keep the motion globally consistent while regions execute locally.
• Lead the alliance operating rhythm: annual business planning, executive business reviews (EBRs), and quarterly and monthly business reviews (QBRs, MBRs).
• Develop and manage annual business plans, growth initiatives, and partnership objectives with Adobe and Microsoft leaders.
• Build scalable processes for partnership operations, including escalation management, business reviews, and reporting.
• Maintain executive engagement plans, stakeholder maps, governance frameworks, and action tracking.
• Prepare executive-ready materials, including strategic updates, account reviews, business cases, win stories, and operating plans.

Skills

Alliance management

Executive stakeholder engagement

Cross-functional collaboration

Strategic thinking

Education

MBA or equivalent

Job description

Adobe is seeking a seasoned Global Alliance Director to lead the Microsoft partnership. You will own the end-to-end GTM strategy, drive revenue through Microsoft field engagement and joint co-sell motions, and align executives across Adobe and Microsoft to enable Azure Marketplace adoption and strategic account expansion.

You will shape programs, operate across time zones, and guide cross-functional teams in sales, product, and marketing to deliver measurable growth and customer value.