Director, Channel Strategy

Adobe•San Jose, CA

22h

About The Position

The Opportunity Adobe’s Digital Media Enterprise is one of the fastest-growing business, enabling millions of individuals, teams, and enterprises to digitize workflows and reimagine productivity. Channel partners are critical to scaling this impact, unlocking new routes to market, and ensuring customers receive maximum value from our solutions. We are seeking a Director of Channel Strategy to develop and drive the next generation of strategic channel plans for DMe globally. Within our DMe Strategy & Operations Organization, this leader will develop Adobe’s go-to-market partner vision. They will align it with enterprise priorities and ensure the channel ecosystem achieves balanced growth, customer reach, and partner profitability. What You’ll Do Design Strategic Channel Plans Develop multi-year channel strategies tailored to DMe priorities, ensuring alignment with Adobe’s broader Digital Media strategy. Segment markets and partners to build differentiated coverage models, balancing global scale with local execution. Translate market trends, competitive insights, and partner feedback into actionable critical initiatives. Enable Growth Through Partners Define partner motions across acquisition, upsell, cross-sell, and retention for enterprise and mid-market segments. Identify new partner types and routes-to-market (e.g., marketplaces, digital-first, co-sell with hyperscale). Drive initiatives that improve partner value proposition and elevate Adobe’s position as a vendor of choice. Operationalize Strategy Partner with Channel Sales, Partner Programs, Finance, and Marketing to ensure strategy translates into executable plans, incentives, and enablement. Develop and coordinate frameworks for partner investment, coverage optimization, and prioritization. Establish benchmarks and dashboards to measure channel performance, program efficiency, and strategic value. Collaborate & Influence Serve as the strategic thought partner to senior leadership across DMe and Global GTM. Build alignment across cross-functional teams and geographies to ensure consistent partner engagement and execution. Act as an advocate for partners inside Adobe, ensuring their needs are reflected in product, program, and GTM decisions. What You’ll Bring 12+ years of experience in channel strategy, partner programs, or go-to-market planning, ideally in SaaS, productivity software, or enterprise solutions. Proven ability to develop and complete strategic channel plans that drive measurable business growth. Strong understanding of enterprise partner ecosystems (VAR, SI, ISV, MSP, Distribution, Marketplaces). Expertise in partner economics, coverage models, compensation/incentives, and digital sales motions, ideally in both reseller and agent models. Exceptional collaboration, communication, and influence skills across executive and cross-functional stakeholders. Strategic problem solver with a data-driven approach, able to balance long-term vision with operational excellence. About Adobe Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity. Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours. Let’s Adobe together 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. 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. Learn more. 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 [email protected] or call +1 408-536-3015. AI Use Guidelines for Interviews: 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. Expected Pay Range: Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $159,900 -- $325,900 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process. In California, the pay range for this position is $225,100 - $325,900 At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP). In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award. State-Specific Notices: California: Fair Chance Ordinances Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances. Colorado: Application Window Notice If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs. Massachusetts: Massachusetts Legal Notice 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. 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. There's more than meets the eye when it comes to Adobe. Take the quiz and see how well you know us! 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 applicable characteristics protected by law. Learn more. Adobe aims to make Adobe.com 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 [email protected] or call (408) 536-3015.

Requirements

12+ years of experience in channel strategy, partner programs, or go-to-market planning, ideally in SaaS, productivity software, or enterprise solutions.
Proven ability to develop and complete strategic channel plans that drive measurable business growth.
Strong understanding of enterprise partner ecosystems (VAR, SI, ISV, MSP, Distribution, Marketplaces).
Expertise in partner economics, coverage models, compensation/incentives, and digital sales motions, ideally in both reseller and agent models.
Exceptional collaboration, communication, and influence skills across executive and cross-functional stakeholders.
Strategic problem solver with a data-driven approach, able to balance long-term vision with operational excellence.

Responsibilities

Design Strategic Channel Plans Develop multi-year channel strategies tailored to DMe priorities, ensuring alignment with Adobe’s broader Digital Media strategy.
Segment markets and partners to build differentiated coverage models, balancing global scale with local execution.
Translate market trends, competitive insights, and partner feedback into actionable critical initiatives.
Enable Growth Through Partners Define partner motions across acquisition, upsell, cross-sell, and retention for enterprise and mid-market segments.
Identify new partner types and routes-to-market (e.g., marketplaces, digital-first, co-sell with hyperscale).
Drive initiatives that improve partner value proposition and elevate Adobe’s position as a vendor of choice.
Operationalize Strategy Partner with Channel Sales, Partner Programs, Finance, and Marketing to ensure strategy translates into executable plans, incentives, and enablement.
Develop and coordinate frameworks for partner investment, coverage optimization, and prioritization.
Establish benchmarks and dashboards to measure channel performance, program efficiency, and strategic value.
Collaborate & Influence Serve as the strategic thought partner to senior leadership across DMe and Global GTM.
Build alignment across cross-functional teams and geographies to ensure consistent partner engagement and execution.
Act as an advocate for partners inside Adobe, ensuring their needs are reflected in product, program, and GTM decisions.