Global Alliance Director, Microsoft

Adobe•Washington, DC

4d•$256,900 - $414,800

About The Position

The Global Microsoft GTM Lead owns the strategic partnership between Adobe and Microsoft. The role sets and executes the joint go-to-market strategy, expands customer relationships and Azure Marketplace adoption, and aligns executives, field teams, product, and marketing across both companies. As the primary liaison between Adobe and Microsoft, the role is accountable for revenue growth, cloud adoption, seller enablement, and delivery of the joint business plan. This is a build role: the partner ecosystem is early and programs are still being designed. The position works across Adobe, Microsoft, and systems integrators whose incentives may not always align on individual deals, and helps shape how frontier AI technology reaches enterprises through the services ecosystem. The role leads alliance strategy, operations, governance, performance measurement, field activation, marketplace growth, marketing, and cross-functional product alignment. It collaborates with sales, alliances, partner marketing, regional cloud teams, product, engineering, finance, operations, and customer success, while engaging executives and customer-facing teams across both organizations. Travel as needed to support partner and business priorities is expected.

Requirements

MBA or equivalent practical experience.
10–15+ years of experience in global technology partner management, go-to-market, and partner sales leadership.
Experience working directly with enterprise customers, cloud service providers, C-level executives, and sales leaders.
Knowledge of enterprise software sales and operations, competitive landscapes, and cloud marketplace business models.
Deep knowledge of alliance management, co-sell metrics and motions, and partner programs.
Experience developing go-to-market strategy and co-sell programs with the largest hyperscalers.
Experience planning and executing multi-year partner sales and product agreements.
Proven ability to lead cross-functional initiatives and drive execution across matrix organizations, including sales, product, and marketing.
Exceptional communication skills and executive presence, with the ability to influence senior internal and external stakeholders.
Comfort working in fast-paced, ambiguous environments across time zones, with a focus on measurable outcomes.
Willingness to travel as needed to support partner and business priorities.

Nice To Haves

Alliance management, co-sell, and partner program expertise within the Microsoft ecosystem.

Responsibilities

Own the alliance’s end-to-end go-to-market strategy and operations, prioritize high-value enterprise opportunities, and drive revenue through Microsoft field engagement and joint co-sell motions.
Decide where to concentrate investment across the partner portfolio and recommend ending investment where returns are insufficient.
Provide market intelligence and competitive insight on the partner ecosystem to inform product and commercial strategy.
Coordinate Adobe alliances, sales, partner marketing, and regional cloud teams to maintain a consistent global motion while enabling local execution.
Lead annual business planning, executive business reviews, and quarterly and monthly business reviews.
Develop and manage annual business plans, growth initiatives, and partnership objectives with Adobe and Microsoft leaders.
Build scalable partnership operations processes for escalation management, business reviews, and reporting.
Maintain executive engagement plans, stakeholder maps, governance frameworks, and action tracking.
Prepare executive-ready strategic updates, account reviews, business cases, win stories, and operating plans.
Own executive dashboards, scorecards, pipeline reviews, forecasting, and performance reporting for both leadership teams.
Define, track, and report alliance KPIs covering revenue influence, Azure consumption, Marketplace performance, co-sell activity, customer adoption, migration outcomes, and executive engagement.
Monitor partnership health, identify risks and opportunities, recommend actions to accelerate growth, and use data from sales, finance, marketing, product, engineering, and customer success.
Improve operational excellence through process improvement, reporting automation, and business insights.
Expand Azure Marketplace adoption and manage incentive programs, sponsorships, funding, and co-sell benefits.
Activate Microsoft field teams around Adobe priorities and strategic accounts to accelerate adoption of Co-Worker/Copilot, AMA Launch, CSC on Azure, Adobe Brand Visibility, and relevant third-party partner solutions.
Deliver enablement programs, workshops, and go-to-market guidance to position Adobe solutions effectively in Microsoft customer conversations and drive consumption through Adobe workloads and modern workplace initiatives.
Support regional sales leadership meetings, pipeline management, reporting, and field enablement alongside the Adobe Microsoft Alliance team.
Work with Adobe and Microsoft sales and marketing teams to develop assets, events, and customer programs.
Support customer references, success stories, analyst engagements, and executive communications.
Present at industry events, customer workshops, and alliance forums, positioning Adobe as a strategic cloud, AI, and digital workspace partner in the Microsoft ecosystem.
Align executives, product teams, the Adobe-Microsoft partner team, sales leadership, and marketing around year-over-year revenue growth.
Coordinate stakeholders across sales, marketing, product, engineering, finance, and operations to drive accountability for strategic initiatives.
Work with product management and engineering to align Adobe and Microsoft roadmaps and secure opportunities and funding for integration, innovation, and joint solutions.
Represent customer and Microsoft requirements in product planning, using adoption metrics and usage telemetry to measure impact and business value.