The role,
Sr. Manager, Partner Sales - IBM, requires a candidate with strong executive leadership who can build and lead a high-performing Global IBM Strategic Alliance that delivers successful outcomes aligned with Adobe's GTM strategy. The candidate will drive the global strategic relationship, create mindshare for joint solutions and GTMs, and accelerate new business, develop new strategies across the expanding Adobe cross-cloud ecosystem.
The ideal candidate exhibits strong leadership and relationship acumen across executive leadership teams and internal stakeholders, a capacity to strengthen current business while driving new market opportunities; the ability to lead a global team of Adobe Partner Managers focused on growing the IBM partnership by increasing Adobe license revenue and IBM services.
Key Responsibilities Develop and execute a joint IBM and Adobe strategy and business plan with the strategy that includes GTM initiatives in support of Adobe's strategic GTM and the partner. The areas of focus will include:
- Develop the overall vision, strategy, and execution plan for the IBM alliance to drive growth
- Prepare and drive programs for originating and progressing joint strategic opportunities with joint clients.
- Drive development of joint solutions to drive customer value and enhance Adobe's position in the marketplace
- Develop and foster deep executive relationships with the IBM alliance team and align those relationships with executive leadership at Adobe
- Develop strategy and drive the business plan for Adobe and the IBM alliance by establishing strong alliance processes and governance
- Drive Adobe alliance Balanced Scorecard of KPIs (Partner created pipeline, bookings, practice growth, customer success, to name a few) through reporting and strong governance of the alliance
- Drive field engagement models to optimize for both market share and revenue generation with high leverage of resources
- Own the partner experience and drive operational excellence for the IBM global alliance.
- Generate mutual win-win opportunities as well as operate in the whitespace issues
More About You - 10+ years of experience in a strategic partnership role
- Solid reputation as a thought leader and solid communicator of business value
- Proven track record of leading activities related to establishing and growing business
- Previous experience managing a global team of alliance members
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 $207,400 -- $356,800 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 New York, the pay range for this position is $246,400 - $356,800
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 OrdinancesAdobe 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 NoticeIf 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 NoticeIt 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.
