Adobe

Director, Channel Strategy

Adobe

full-time

Posted on:

Location Type: Office

Location: San Jose • California • United States

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Salary

💰 $159,900 - $325,900 per year

Job Level

Lead

About the role

  • 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.

Requirements

  • 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.
Benefits
  • Health insurance
  • 401(k) matching
  • Flexible working hours
  • Paid time off
  • Professional development opportunities
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
channel strategypartner programsgo-to-market planningstrategic channel planspartner economicscoverage modelscompensationdigital sales motionsdata-driven approachoperational excellence
Soft Skills
collaborationcommunicationinfluencestrategic problem solving