Director, Channel Strategy

The Opportunity

Adobe’s Digital Media Enterprise is one of the fastest-growing businesses, enabling millions of individuals, teams, and enterprises to digitize workflows and reimagine productivity. Channel partners are critical to scaling this impact, unlocking new routes to market, and ensuring customers receive maximum value from our solutions.

What You’ll Do

• 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.
• Enable Growth Through Partners
  • 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.
• Operationalize Strategy
  • 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.
  • Establish benchmarks and dashboards to measure channel performance, program efficiency, and strategic value.
• Collaborate & Influence
  • Serve as the strategic thought partner to senior leadership across DMe and Global GTM.
  • Build alignment across cross‑functional teams and geographies to ensure consistent partner engagement and execution.
  • Act as an advocate for partners inside Adobe, ensuring their needs are reflected in product, program, and GTM decisions.

What You’ll Bring

• 12+ years of experience in channel strategy, partner programs, or go‑to‑market planning, ideally in SaaS, productivity software, or enterprise solutions.
• 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.

Pay Range

U.S. pay range for this position is $159,900 – $325,900 annually. Pay within this range varies by work location and may also depend on job‑related knowledge, skills, and experience. In California, the range is $225,100 – $325,900.

Equal Employment Opportunity

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.

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