Description
Adobe is seeking a Sr. Director to lead Adobe’s Strategic Partner Accounts (SPA) organization, a portfolio of 11 of its highest-value global customers. The successful candidate will lead a team of 22 and serve as the senior executive face of Adobe to the world’s most consequential organizations.
Portfolio Strategy & Executive Leadership
- Establish and lead 3+ year joint account strategies and roadmaps, aligning enterprise objectives, investment priorities, and measurable outcomes across all SPA accounts.
- Define and reinforce joint governance models ensuring alignment and executive sponsorship across each global account.
- Develop and maintain C-suite relationships that support priority initiatives, remove barriers, and accelerate long-term account growth.
- Lead executive-level storytelling and performance communications to both business and IT audiences.
Growth, Adoption & Value Realization
- Own aggregate SPA portfolio revenue performance across all clouds,driving durable growth, long-term retention, and full cross-cloud expansion.
- Drive adoption of Adobe’s newest capabilities,including agentic AI, CX Enterprise, and Firefly Enterprise,by translating them into each account’s transformation priorities.
- Orchestrate the account lifecycle globally from vision and strategy through sales, post-sales implementation, and sustained consumption.
Co-Innovation & Market Opportunity Development
- Establish account-specific frameworks to identify, evaluate, and execute co-innovation opportunities that respond to emerging market needs.
- Coordinate high-impact executive engagements: company visits, strategic briefings, joint ideation workshops, and Adobe Summit activations.
- Partner with Adobe Marketing to drive engagement plans and events that deepen executive sponsorship across the portfolio.
Leadership, Operating Model & Team Orchestration
- Lead and develop 2 FLMs, coaching them to operate independently with commercial authority; build the overall team’s capability to engage at executive level across complex, global accounts.
- Establish and maintain operating cadence,pipeline governance, QBRs, account planning,that drives predictability and accountability without administrative burden.
- Act as the internal champion for the SPA organization,aligning Services, Product, Marketing, and Finance to resource and prioritize the portfolio appropriately.
- Evolve the SPA operating model in partnership with senior leadership as the team’s charter, account scope, and strategic purpose continue to develop.
What You Need to Succeed
- 15+ years of validated experience in enterprise technology sales across professional services and multi-solution SaaS, with deep experience in ad agency holding companies, technology hyperscalers, or global system integrators.
- 8+ years directly leading high-performing sales teams of 10+ people; proven track record developing first-line managers into strong, independent leaders.
- Track record managing large, complex global accounts with full cross-cloud or multi-product ownership and sustained revenue growth.
- Outstanding executive presence and presentation skills,ability to engage and influence C-level stakeholders in the world’s most sophisticated organizations.
- Exceptional written communication and analytical skills; ability to operate as a senior liaison across Sales, Services, Support, Product, and Marketing.
- Strong understanding of marketing technology, content supply chain, and emerging agentic AI capabilities as they apply to enterprise transformation.
- Experience navigating organizational change and evolving operating models while protecting team performance and morale.
- Willingness to travel up to 35%.