The role, Sr. Manager, Partner Sales – IBM, requires a candidate with strong executive leadership who can build and lead a high-performing Global IBM Strategic Alliance that delivers successful outcomes aligned with Adobe’s GTM strategy. The candidate will drive the global strategic relationship, create mindshare for joint solutions and GTMs, and accelerate new business, develop new strategies across the expanding Adobe cross-cloud ecosystem.
The ideal candidate exhibits strong leadership and relationship acumen across executive leadership teams and internal stakeholders, a capacity to strengthen current business while driving new market opportunities; the ability to lead a global team of Adobe Partner Managers focused on growing the IBM partnership by increasing Adobe license revenue and IBM services.
Key Responsibilities
Develop and execute a joint IBM and Adobe strategy and business plan with the strategy that includes GTM initiatives in support of Adobe’s strategic GTM and the partner. The areas of focus will include:
- Develop the overall vision, strategy, and execution plan for the IBM alliance to drive growth
- Prepare and drive programs for originating and progressing joint strategic opportunities with joint clients.
- Drive development of joint solutions to drive customer value and enhance Adobe’s position in the marketplace
- Develop and foster deep executive relationships with the IBM alliance team and align those relationships with executive leadership at Adobe
- Develop strategy and drive the business plan for Adobe and the IBM alliance by establishing strong alliance processes and governance
- Drive Adobe alliance Balanced Scorecard of KPIs (Partner created pipeline, bookings, practice growth, customer success, to name a few) through reporting and strong governance of the alliance
- Drive field engagement models to optimize for both market share and revenue generation with high leverage of resources
- Own the partner experience and drive operational excellence for the IBM global alliance.
- Generate mutual win-win opportunities as well as operate in the whitespace issues
More About You
- 10+ years of experience in a strategic partnership role
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- Solid reputation as a thought leader and solid communicator of business value
- Proven track record of leading activities related to establishing and growing business
- Previous experience managing a global team of alliance members
- Based in North America
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 accommodations@adobe.com 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 $207,400 -- $356,800 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 $246,400 - $356,800
In New York, the pay range for this position is $246,400 - $356,800

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.
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.
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