Global Microsoft GTM Lead

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.