About the Role The Global Microsoft GTM Lead owns the strategic partnership between Adobe and Microsoft. You will set and execute the joint go-to-market strategy, expand customer relationships and Azure Marketplace adoption, and align executives, field teams, product, and marketing across both companies. As the primary liaison between Adobe and Microsoft, you are 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, programs are still being designed, and you will work across three organizations (including SIs) whose incentives on any given deal don't always align. You will help shape how frontier AI technology reaches the enterprise through the services ecosystem.
Key Responsibilities Strategy and Execution - 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 consistent globally while regions execute locally.
Governance and Operating Cadence - 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.
Performance and Measurement - Own executive dashboards, scorecards, pipeline reviews, forecasting, and performance reporting for both leadership teams.
- Define, track, and report alliance KPIs: revenue influence, Azure consumption, Marketplace performance, co-sell activity, customer adoption, migration outcomes, and executive engagement.
- Monitor partnership health, flag risks and opportunities, and recommend actions to accelerate growth. Draw on data from sales, finance, marketing, product, engineering, and customer success.
- Drive operational excellence through process improvement, reporting automation, and business insights.
Field Activation and Marketplace Growth - 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 GTM guidance so Adobe solutions are positioned effectively in Microsoft customer conversations, driving 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.
Marketing and Thought Leadership - 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.
Cross-Functional and Product Alignment - 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 on 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.
Qualifications - Education: MBA or equivalent practical experience.
- 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: Proven ability to lead cross-functional initiatives and drive execution across matrix organizations, including sales, product, and marketing.
- Communication: Exceptional communication skills and executive presence, with the ability to influence senior internal and external stakeholders.
- Adaptability: Comfortable in fast-paced, ambiguous environments across time zones, with a focus on measurable outcomes.
- Travel: Willingness to travel as needed to support partner and business priorities.
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 $256,900 - $414,800 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 $286,400 - $414,800In Washington, the pay range for this position is $281,500 - $407,650
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.
