Director, Cloud Tech Partner Sales

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Build, lead, and nurture a team of Cloud Partner Sales Managers across the Americas assigned to AWS, Microsoft, and Google Cloud, while aligning with Adobe's industry verticals.

• Take ownership of the Cloud Marketplace bookings achievements at the team level across designated regions, operating units, and verticals — including managing private offers, drawdown against cloud commitments, and accelerating marketplace-based deals.

• Establish the strategic direction for AI-driven joint use cases and transformational initiatives, determining which plays to prioritize, which named accounts should receive executive sponsorship, and identifying opportunities for joint innovation that can be replicated in the field.

• Act as a trusted advisor to Adobe Sales leadership by integrating cloud partner sales alignment, marketplace mechanics, funding programs, executive influence, and deal acceleration strategies into key opportunities and strategic discussions with top accounts.

• Assist the Adobe field in navigating marketplace mechanics, constructing private offers, and securing partner funding without requiring sellers to master these mechanics themselves, supported by the playbooks and tools developed by your team.

• Lead the recruitment, onboarding, coaching, and development of Cloud Partner Sales Managers.

• Maintain high standards for both sales execution and partner credibility; your team should be seen as sales athletes rather than mere alliance coordinators.

• Conduct weekly coaching sessions focused on marketplace deal strategies, activation of AI-led use cases, executive alignment, and establishing credibility in the field.

• Inspect the work rather than merely tracking it.

• Set the cultural benchmark: Adobe sellers and leaders should view your team as deal accelerators and trusted sales partners. Reinforce this perception during one-on-ones, team meetings, and performance reviews.

• Assume responsibility for the team’s performance by carrying a team-level Cloud Marketplace bookings quota across your designated regions, operating units, and verticals.

• Build and review a weekly gap-to-plan analysis with named accounts, partners, and actions to be taken.

• Oversee pipeline coverage, conversion rates, marketplace deal progression, and the integrity of forecasts across the team.

• Identify areas where actions are failing to yield measurable results and adjust accordingly — reallocating PM focus, discontinuing underperforming plays, and escalating issues where necessary.

• Communicate the team's performance in a coherent narrative to Adobe Sales leadership, cloud partner executives, and your own leadership chain — outlining successes, challenges, and responsive actions.

• Establish and maintain senior relationships with AWS, Microsoft, and Google Cloud partner leadership, including marketplace executives, partner field VPs, country leaders, and joint GTM owners.

• Represent Adobe’s strategic direction, escalate instances where partners are falling short, and unlock investments for collaborative initiatives.

• Collaborate with your Industry Partner Sales Manager peer to co-lead the vertical pod operating model, ensuring that Cloud and Industry partner efforts are integrated, monitored, and reported on jointly.

• Approve the named vertical GTM initiatives your team co-leads biannually with their Industry PM pod counterparts, such as AEP on AWS for Retail, Adobe Marketing Agent + Microsoft Copilot in High Tech, and AJO B2B on AWS in Manufacturing.

• Determine which AI-driven use cases and transformational initiatives warrant cross-team investments, joint funding, executive sponsorship, or escalation to product teams.

• Develop and oversee regional pipeline and field strategy processes, including gap plans that facilitate Marketplace bookings attainment across the team.

• Maintain a consistent operating rhythm — conducting weekly forecasts and deal reviews, monthly pipeline inspections, and quarterly business reviews with Adobe Sales and Cloud Partner leadership.

• Uphold high standards for forecast and CRM accuracy across the team.

• Utilize data to evaluate marketplace conversion, AI-led use case adoption, and progress on transformational pursuits, acting on insights derived from the data.

• Present your team’s accomplishments in QBRs, leadership business reviews, and executive briefings. The scorecards, gap plans, and motion playbooks produced by your team will shape how your organization is perceived; maintain a high standard of quality.

⛳️ Requirements

• 12+ years of proven experience in enterprise sales, partner sales, alliance sales, or cloud partner sales, including a minimum of 3 years managing a sales or partner sales team.

• Demonstrated experience in scaling a cloud partner, hyperscaler, or strategic technology partner sales motion that achieved measurable bookings results.

• Strong understanding of Cloud Marketplace mechanics, private offers, cloud consumption commitments, and how cloud partners impact enterprise procurement and budget strategies, with the seniority to guide your team through complex marketplace deal dynamics.

• Proven ability to hire, onboard, coach, and retain senior cloud partner sales talent.

• Specific examples of team members you have cultivated into stronger sales professionals or future leaders.

• Credibility with senior Adobe Sales leadership and cloud partner executives, allowing you to be included in top-account, marketplace, and joint GTM strategy discussions due to your insightful perspective, rather than just providing partner updates.

• Capability to create 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 declining low-value partner activities in favor of focusing field efforts on a select few high-impact motions that yield measurable outcomes.

• Exceptional C-level oral and written communication skills, with the ability to distill complex partner motions into clear, actionable sales strategies.

• Capacity to thrive in a high-pressure, ambiguous environment, delivering measurable outcomes while bringing clarity and focus to your team in similar situations.

• 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