Director, Cloud Tech Partner Sales

Job Description:

• Build, lead, and develop a team of Cloud Partner Sales Managers across the Americas assigned to AWS, Microsoft, and Google Cloud, and aligned to Adobe industry verticals.
• Own team-level Cloud Marketplace bookings achievement across assigned regions, operating units, and verticals — including private offers, drawdown against cloud commitments, and marketplace-based deal acceleration.
• Set the strategic direction for AI-led joint use cases and transformational pursuits including which plays to invest behind, which named accounts get executive sponsorship, and where joint innovation translates into repeatable field motions.
• Serve as a trusted advisor to Adobe Sales leadership bringing cloud partner sales alignment, marketplace mechanics, funding programs, executive influence, and deal acceleration strategy into priority opportunities and top-account strategy conversations.
• Help the Adobe field navigate marketplace mechanics, private offer construction, and partner funding without requiring sellers to learn those mechanics themselves institutionalized through the playbooks and tooling your team builds.
• Lead the team Hire, ramp, coach, and develop a team of Cloud Partner Sales Managers.
• Hold a high bar on both sales execution and partner credibility your team are sales athletes, not alliance coordinators.
• Run a weekly coaching cadence focused on marketplace deal strategy, AI-led use case activation, executive alignment, and field credibility.
• Inspect the work, don’t just track it.
• Set the cultural standard: Adobe sellers and leaders see your team as deal accelerators and trusted sales partners. Reinforce this in 1:1s, team meetings, and performance reviews.
• Own the team’s number Carry a team-level Cloud Marketplace bookings quota across your assigned regions, operating units, and verticals.
• Build and inspect a gap-to-plan view weekly with named accounts, named partners, and named next actions.
• Manage pipeline coverage, conversion, marketplace deal progression, and forecast integrity across the team.
• Identify where motions are not producing measurable results and course-correct reallocate PM focus, sunset underperforming plays, escalate where unblocking is needed.
• Translate the team’s performance into a clear narrative for Adobe Sales leadership, cloud partner executives, and your own leadership chain — what worked, what didn’t, what we’re doing about it.
• Build and own senior relationships with AWS, Microsoft, and Google Cloud partner leadership marketplace executives, partner field VPs, country leaders, and joint GTM owners.
• Represent Adobe’s strategic direction, escalate where partners are not delivering, and unlock investment for joint motions.
• Partner with your Industry Partner Sales Manager peer to co-lead the vertical pod operating model, ensuring Cloud and Industry partner motions are integrated, inspected, and reported jointly.
• Approve the named vertical GTM motions your team co-leads each half with their Industry PM pod counterparts for example, AEP on AWS for Retail, Adobe Marketing Agent + Microsoft Copilot in High Tech, AJO B2B on AWS in Manufacturing.
• Decide which AI-led use cases and transformational pursuits warrant cross-team investment, joint funding, executive sponsorship, or product-team escalation.
• Develop and manage regional pipeline and field strategy processes, including gap plans that create a path to Marketplace bookings attainment across the team.
• Run a consistent operating cadence — weekly forecast and deal reviews, monthly pipeline inspection, quarterly business reviews with Adobe Sales leadership and Cloud Partner leadership.
• Maintain a high bar for forecast and CRM quality across the team.
• Use data to inspect marketplace conversion, AI-led use case adoption, and transformational pursuit progression and act on what the data tells you.
• Represent your team’s work in QBRs, leadership business reviews, and executive briefings. The scorecards, gap plans, and motion playbooks your team produces are how your organization is perceived; hold the bar on quality.

Requirements:

• 12+ years of validated experience in enterprise sales, partner sales, alliance sales, or cloud partner sales, including 3+ years managing a sales or partner sales team.
• Demonstrated experience scaling a cloud partner, hyperscaler, or strategic technology partner sales motion that delivered measurable bookings outcomes.
• Strong understanding of Cloud Marketplace mechanics, private offers, cloud consumption commitments, and how cloud partners influence enterprise procurement and budget strategy with the seniority to coach your team through complex marketplace deal dynamics.
• Demonstrated ability to hire, ramp, coach, and retain senior cloud partner sales talent.
• Specific examples of team members you developed into stronger sellers or future leaders.
• Credibility with senior Adobe Sales leadership and cloud partner executive leadership you are pulled into top-account, marketplace, and joint GTM strategy conversations because you bring a real point of view, not just a partner update.
• Ability to build joint value propositions around AI, data, content, customer experience, and marketing technology use cases, including solutions such as Amazon Q, Microsoft Copilot, Adobe Marketing Agent, and Adobe Experience Platform.
• Track record of saying no to low-value partner activity and focusing field energy on a small set of motions that produce measurable outcomes.
• C-level oral and written communication skills with the ability to simplify complex partner motions into clear, actionable sales plays.
• Ability to operate in a high-pressure, ambiguous environment with measurable outcomes and to bring focus and clarity to your team in the same conditions.
• Willingness to travel (approximately 40%) to engage with cloud partners, field teams, and customers.

Benefits:

• Health insurance
• 401(k) matching
• Flexible working hours
• Paid time off
• Professional development opportunities

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