Design Strategic Channel Plans
Develop multi-year channel strategies tailored to DMe priorities, ensuring alignment with Adobe’s broader Digital Media strategy
Segment markets and partners to build differentiated coverage models, balancing global scale with local execution
Translate market trends, competitive insights, and partner feedback into actionable critical initiatives
Define partner motions across acquisition, upsell, cross-sell, and retention for enterprise and mid-market segments
Identify new partner types and routes-to-market (e.g., marketplaces, digital-first, co-sell with hyperscale)
Drive initiatives that improve partner value proposition and elevate Adobe’s position as a vendor of choice
Partner with Channel Sales, Partner Programs, Finance, and Marketing to ensure strategy translates into executable plans, incentives, and enablement
Develop and coordinate frameworks for partner investment, coverage optimization, and prioritization
Collaborate and serve as the strategic thought partner to senior leadership across DMe and Global GTM
Act as an advocate for partners inside Adobe, ensuring their needs are reflected in product, program, and GTM decisions.

12+ years of experience in channel strategy, partner programs, or go-to-market planning
Proven ability to develop and complete strategic channel plans that drive measurable business growth
Strong understanding of enterprise partner ecosystems (VAR, SI, ISV, MSP, Distribution, Marketplaces)
Expertise in partner economics, coverage models, compensation/incentives, and digital sales motions, ideally in both reseller and agent models
Exceptional collaboration, communication, and influence skills across executive and cross-functional stakeholders
Strategic problem solver with a data-driven approach, able to balance long-term vision with operational excellence.

Director, Channel Strategy

Key skills