Alliance Sales Director

Responsibilities

• Leading Go-To-Market Strategy
• Design, execute, and manage the Adobe alliance strategy and business plan, with a strong focus on market penetration and revenue growth
• Partner with sales and delivery teams to generate qualified pipeline, increase deal flow, and accelerate sales cycles
• Collaborate with Adobe and internal leadership to identify and develop high-impact joint solutions aligned to firm and Adobe strategic priorities
• Clearly articulate the Adobe value proposition internally and externally, aligning opportunities with Adobe capabilities
• Build and maintain senior relationships within Adobe (e.g. Alliance leadership, sales leaders, C-suite stakeholders) as a strategic point of contact
• Identify new areas of collaboration between Adobe and the firm to expand the alliance footprint
• Work cross-sector and cross-service to embed Adobe-led propositions into broader transformation programmes
• Act as a strategic advisor on Adobe capabilities and opportunities to firm leadership
• Lead annual and ongoing joint planning sessions with Adobe to ensure alignment and drive growth
• Ensure required Adobe partner accreditations and certifications are achieved and maintained
• Proactively influence internal prioritisation of Adobe opportunities to ensure appropriate focus and investment
• Driving Revenue Growth
• Own accountability for material year-on-year growth in Adobe-related pipeline and revenue
• Identify and progress "sell-with" opportunities jointly with Adobe across target accounts
• Lead commercial aspects of the Adobe partnership, including funding programmes, referrals, and joint investments
• Align target clients and strategic opportunities with Adobe account teams
• Define and execute winning strategies for priority deals
• Engage Adobe subject matter experts where needed to strengthen propositions and support deal qualification
• Drive demand generation activities in collaboration with Adobe and internal teams
• Work closely with client teams to qualify, shape, and scope opportunities, contributing to solution development
• Support forecasting and pipeline tracking across Adobe-related opportunities
• Provide direction to sales teams to align with Adobe strategy across key accounts
• Lead and support joint marketing campaigns to differentiate offerings and generate incremental revenue
• Provide market insights and client intelligence through the lens of Adobe capabilities
• Engage directly with clients alongside account teams to shape and progress opportunities
• Support and participate in client presentations ("orals") and key deal discussions
• Advise on proposal development, Statements of Work, and commercial structuring
• Identify and develop client success stories, case studies, and reference materials
• Operational Leadership & Governance
• Oversee execution of the Adobe alliance plan across the firm
• Track and communicate progress against objectives, addressing risks and driving corrective actions where needed
• Actively identify underperformance risks and intervene early to protect revenue outcomes
• Own and maintain the Adobe relationship map across stakeholders
• Ensure compliance with all alliance governance and contractual requirements
• Oversee reporting on key performance metrics (pipeline, revenue, win rates, funding utilisation)
• Manage the Adobe alliance budget, ensuring effective and strategic allocation of resources
• Ensure appropriate commercial agreements and contracts are in place with Adobe

Requirements

• Proven, personal sales leadership track record within the Adobe ecosystem, across Adobe Enterprise Digital Marketing Solutions
• Strong communication and leadership abilities
• Experience in complex, matrixed organisations and stakeholder management
• Motivational skills and adaptability
• Commercial acumen and risk awareness
• Influencing, negotiating, and facilitation skills
• Awareness of emerging industry trends and curiosity
• Comfortable operating at C suite level, challenging both internal leaders and Adobe counterparts to unlock growth
• Thrives in ambiguity and is energised by building momentum where none exists

Core Competencies

Demonstrates expertise in leading Go-To-Market strategies and managing Adobe alliance partnerships to drive revenue growth. Capable of building senior relationships, executing joint marketing campaigns, and ensuring compliance with alliance governance.

Highest-Signal Resume Keywords

• Adobe Ecosystem Sales Leadership
• Go-To-Market Strategy Development
• Stakeholder Management
• Revenue Growth Accountability
• Commercial Acumen

Hard Skills

• Adobe Enterprise Digital Marketing Solutions
• Pipeline Tracking
• Proposal Development
• Contract Management
• Performance Metrics Reporting

Soft Skills

• Strong Communication
• Leadership Abilities
• Motivational Skills
• Influencing Skills
• Adaptability

Industry Keywords

• Market Penetration
• Revenue Growth
• Client Engagement
• Joint Solutions Development
• Cross-Service Collaboration