Sr. Manager, Partner Sales – IBM

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 

• 4+ years managing teams 

• 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 managi