Director, Cloud Tech Partner Sales

The Opportunity Adobe is looking for a Director of Cloud Partner Sales to lead a team of Cloud Partner Sales Managers (PMs) across the Americas. This is a player-coach leadership role at the intersection of Adobe enterprise sales, hyperscaler partnerships, and cloud marketplace strategy. You will lead a team accountable for driving bookings through Cloud Marketplaces with AWS, Microsoft, and Google Cloud and for translating Adobe + Cloud Partner joint innovation into AI-led use cases, transformational pursuits, and repeatable field plays. This role is for a leader who has scaled a cloud partner or hyperscaler sales motion, who can sit in front of cloud partner senior leadership and Adobe Sales leadership and represent the joint motion credibly, and who can make hard calls on where to invest, which use cases to back, and which transformational pursuits get executive attention. You will set the cultural standard for your team. Cloud PMs are deal accelerators and trusted sales partners, not alliance coordinators and reinforce it through coaching, inspection, and the operating cadence you build. Success in this role is measured through three core sales motions, scaled across the team: Driving bookings through Cloud Marketplace: team-level achievement of transactions executed through AWS, Microsoft, or Google Cloud marketplaces, including private offers, drawdown against cloud commitments, and marketplace-based deal acceleration. AI-led joint use cases: team-level field activation of Adobe Marketing Agent with Microsoft Copilot, Amazon Q, and other Cloud + Adobe AI plays that create and accelerate enterprise pipeline. Transformational pursuits with Cloud Partners: team-level orchestration of high-value strategic deals where Cloud Partners materially shape the architecture, procurement path, and executive sponsorship of the opportunity. The Challenge The Director of Cloud Partner Sales is responsible for building, leading, and driving Adobe bookings with and through our strategic Cloud Partners across the Americas. You will lead a team of Cloud PMs assigned across regions, operating units, and verticals — and you will work directly with Adobe Sales leadership, cloud partner field organizations, marketplace teams, and partner executives to create a scalable cloud-led sales motion. You operate as a player-coach: present in deals when it matters, but spending most of your time raising the ceiling of what your team can do. EBCs, joint use case workshops, and executive alignment are how the pipeline gets built; Marketplace transactions are how the number gets delivered. Purpose of Role 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. Responsibilities 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. Lead at the executive tier 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. Build and own senior relationships with Adobe Sales leadership RVPs, Industry GMs, and field directors ensuring the Cloud Partner motion is integrated into top-account strategy, big-bet decisions, and vertical GTM plans. 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. Set strategy and motion direction 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. Operating discipline and governance 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. Key Success Measures Core sales motions: Driving bookings through Cloud Marketplace team-level achievement of transactions executed through AWS, Microsoft, or Google Cloud marketplaces, including private offers, drawdown against cloud commitments, and marketplace-based deal acceleration. AI-led joint use cases: team-level field activation of Adobe Marketing Agent with Microsoft Copilot, Amazon Q, and other Cloud + Adobe AI plays that create and accelerate enterprise pipeline. Transformational pursuits with Cloud Partners: team-level orchestration of high-value strategic deals where Cloud Partners materially shape the architecture, procurement path, and executive sponsorship of the opportunity. Cloud Partner contribution to named vertical GTM motions co-led with Industry Partner Manager counterparts marketplace activation, executive sponsorship from Cloud Partner field leaders, and field adoption. Foundational expectations: Team health: hiring against the bar, time-to-productivity for new Cloud PMs, retention of strong performers, and internal team sentiment. Field trust and adoption: Adobe sellers and leaders see your team as deal accelerators and trusted sales partners, not alliance coordinators. Trust and credibility with Adobe Sales leadership and Cloud Partner executive leadership measured by inclusion in top-account, marketplace, and joint GTM strategy conversations. Operational discipline across pipeline inspection, opportunity notes, forecast hygiene, partner account mapping, and QBR governance — institutionalized across the team. 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. You have killed programs that weren’t working. 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. Preferred Qualifications Direct experience leading a sales team aligned to AWS, Microsoft, Google Cloud, or another major Cloud Partner field organization. Experience with Adobe Experience Cloud, customer experience platforms, content supply chain, marketing automation, analytics, or data platforms. Experience building and scaling sales plays around AI assistants, agents, copilots, generative AI, or cloud-native solution integrations. Experience operating and leading within a matrixed partner ecosystem across Cloud, GSI, Agency, Product, and Field Sales teams ideally within a pod or squad model. Public speaking, published thought leadership, or recognized industry voice on cloud partnerships, marketplace strategy, or AI-led GTM. 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 [email protected] 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 $243,200 -- $435,400 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 $300,700 - $435,400 In Illinois, the pay range for this position is $278,600 - $403,400 In Washington, the pay range for this position is $284,900 - $412,550 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.