Global Alliance Director, Microsoft

Adobe•Seattle, WA

About The Position

The Global Microsoft GTM Lead owns the strategic partnership between Adobe and Microsoft. This build role is accountable for setting and executing the joint go-to-market strategy, expanding customer relationships and Azure Marketplace adoption, and aligning executives, field teams, product, and marketing across both companies. The role is the primary liaison between Adobe and Microsoft and is responsible for revenue growth, cloud adoption, seller enablement, and delivery of the joint business plan. The partner ecosystem is early, programs are still being designed, and the role works across Adobe, Microsoft, and systems integrators whose deal incentives may not always align. The position helps shape how frontier AI technology reaches enterprises through the services ecosystem. The director owns alliance strategy and operations, executive governance, business planning, performance measurement, field activation, Marketplace growth, marketing and thought leadership, and cross-functional and product alignment. The role works with senior leaders and teams across sales, alliances, partner marketing, product, engineering, finance, operations, and customer success. It develops scalable operating processes and reporting, enables Microsoft field teams and regional sales organizations, and aligns roadmaps and joint solutions to customer needs and measurable business outcomes.

Requirements

MBA or equivalent practical experience.
10–15+ years 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 and hyperscaler partnership experience within the Microsoft ecosystem.

Responsibilities

Own the end-to-end go-to-market strategy and operation of the Adobe-Microsoft alliance, prioritizing high-value enterprise opportunities and driving revenue through Microsoft field engagement and joint co-sell motions.
Determine where to concentrate investment across the partner portfolio and make recommendations to stop investing where returns are insufficient.
Provide market intelligence and competitive insight on the partner ecosystem to inform product and commercial strategy.
Partner with Adobe alliances, sales, partner marketing, and regional cloud teams to maintain a globally consistent motion while enabling local execution.
Lead the alliance operating rhythm, including 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 operating processes for escalations, 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, including revenue influence, Azure consumption, Marketplace performance, co-sell activity, customer adoption, migration outcomes, and executive engagement.
Monitor partnership health, identify risks and opportunities, and recommend actions to accelerate growth.
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 so Adobe solutions are effectively positioned 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.