Director, GTM Partnerships

The Opportunity  

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 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
• Abilityto operate witha high degree of independenceto identify andevaluate 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 tomaterially impact thebusiness. 
• Experience working across regions with global companies, with preference towards 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

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 accommodations@adobe.com 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 $238,100 -- $401,400 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 $277,200 - $401,400
In New York, the pay range for this position is $277,200 - $401,400
In Illinois, the pay range for this position is $253,300 - $366,700
In Washington, the pay range for this position is $258,200 - $373,900


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.