# Global Microsoft GTM Lead **Company**: Adobe **Location**: Seattle **Experience**: executive **Job type**: full-time **Salary**: $256,900 - $414,800 annually **Category**: Sales **Industry**: Technology **Apply**: https://adobe.wd5.myworkdayjobs.com/en-US/external_experienced/job/Seattle/Global-Alliance-Director--Microsoft_R173430?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_f61672d6-ada ## Description The Global Microsoft GTM Lead owns the strategic partnership between Adobe and Microsoft. You will set and execute the joint go-to-market strategy, expand customer relationships and Azure Marketplace adoption, and align executives, field teams, product, and marketing across both companies. **Key Responsibilities** **Strategy and Execution** - Own the end-to-end GTM strategy and operation of the alliance, prioritizing high-value enterprise opportunities and driving revenue through Microsoft field engagement and joint co-sell motions. - Decide where to concentrate investment across the partner portfolio, and make the case to stop investing where returns are not there. - Provide market intelligence and competitive insight on the partner ecosystem to inform product and commercial strategy. - Partner with Adobe’s alliances, sales, partner marketing, and regional cloud teams to keep the motion consistent globally while regions execute locally. **Governance and Operating Cadence** - Lead the alliance operating rhythm: annual business planning, executive business reviews (EBRs), and quarterly and monthly business reviews (QBRs, MBRs). - Develop and manage annual business plans, growth initiatives, and partnership objectives with Adobe and Microsoft leaders. - Build scalable processes for partnership operations, including escalation management, business reviews, and reporting. - Maintain executive engagement plans, stakeholder maps, governance frameworks, and action tracking. - Prepare executive-ready materials, including strategic updates, account reviews, business cases, win stories, and operating plans. **Performance and Measurement** - Own executive dashboards, scorecards, pipeline reviews, forecasting, and performance reporting for both leadership teams. - Define, track, and report alliance KPIs: revenue influence, Azure consumption, Marketplace performance, co-sell activity, customer adoption, migration outcomes, and executive engagement. - Monitor partnership health, flag risks and opportunities, and recommend actions to accelerate growth. - Drive operational excellence through process improvement, reporting automation, and business insights. **Field Activation and Marketplace Growth** - Expand Azure Marketplace adoption and manage incentive programs, sponsorships, funding, and co-sell benefits. - Activate Microsoft field teams around Adobe priorities and strategic accounts to accelerate adoption of Co-Worker/Copilot, AMA Launch, CSC on Azure, Adobe Brand Visibility, and relevant third-party partner solutions. - Deliver enablement programs, workshops, and GTM guidance so Adobe solutions are positioned effectively in Microsoft customer conversations, driving consumption through Adobe workloads and modern workplace initiatives. - Support regional sales leadership meetings, pipeline management, reporting, and field enablement alongside the Adobe Microsoft Alliance team. **Marketing and Thought Leadership** - Work with Adobe and Microsoft sales and marketing teams to develop assets, events, and customer programs. - Support customer references, success stories, analyst engagements, and executive communications. - Present at industry events, customer workshops, and alliance forums, positioning Adobe as a strategic cloud, AI, and digital workspace partner in the Microsoft ecosystem. **Cross-Functional and Product Alignment** - Align executives, product teams, the Adobe-Microsoft partner team, sales leadership, and marketing around year-over-year revenue growth. - Coordinate stakeholders across sales, marketing, product, engineering, finance, and operations to drive accountability on strategic initiatives. - Work with product management and engineering to align Adobe and Microsoft roadmaps and secure opportunities and funding for integration, innovation, and joint solutions. - Represent customer and Microsoft requirements in product planning, using adoption metrics and usage telemetry to measure impact and business value. **Qualifications** - Education: MBA or equivalent practical experience. - Experience: 10-15+ years in global technology partner management, GTM, and partner sales leadership, working directly with enterprise customers, cloud service providers, C-level executives, and sales leaders. - Industry knowledge: Enterprise software sales and operations, competitive landscapes, and cloud marketplace business models. - Alliance expertise: Deep knowledge of alliance management, co-sell metrics and motions, and partner programs, ideally within the Microsoft ecosystem. - Hyperscaler partnerships: Experience developing GTM strategy and co-sell programs with the largest hyperscalers. - Strategic agreements: Experience planning and executing multi-year partner sales and product agreements. - Influence and collaboration: Proven ability to lead cross-functional initiatives and drive execution across matrix organizations, including sales, product, and marketing. - Communication: Exceptional communication skills and executive presence, with the ability to influence senior internal and external stakeholders. - Adaptability: Comfortable in fast-paced, ambiguous environments across time zones, with a focus on measurable outcomes. - Travel: Willingness to travel as needed to support partner and business priorities. ## Skills ### Required - MBA - global technology partner management - GTM - partner sales leadership - enterprise software sales - cloud marketplace business models - alliance management - co-sell metrics - hyperscaler partnerships - strategic agreements --- Source: [Apply at adobe.wd5.myworkdayjobs.com](https://adobe.wd5.myworkdayjobs.com/en-US/external_experienced/job/Seattle/Global-Alliance-Director--Microsoft_R173430?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)