Adobe Alliance Sales Director

At PwC, we solve complex business challenges and deliver growth through strategic alliances. Within the EMEA Alliances Impact Center, we work with leading technology partners to bring differentiated, market‑relevant solutions to clients. Adobe is a key strategic alliance, helping PwC deliver transformative customer, marketing and digital experience solutions across the region.

The Adobe Alliance Sales Director is a pivotal, deal‑focused leadership role responsible for shaping and driving the strategic Adobe alliance proposition across the EMEA market, with a primary focus on the UK. This role is accountable for driving measurable revenue growth by translating Adobe’s go‑to‑market strategy, solutions portfolio, including Adobe Experience Cloud, and partner ecosystem into a compelling and scalable PwC market proposition.

This is a senior, outcomes‑driven leadership role with clear accountability for materially growing Adobe‑related revenue across the region. The role requires operating with influence at C‑suite level, both internally and with Adobe, in a highly matrixed alliance environment. The role is central to building pipeline, increasing win rates, strengthening senior client relationships, and growing internal advocacy and adoption of Adobe‑led solutions. Working closely with PwC practice teams, network firms and Adobe leadership, the role carries end‑to‑end accountability for alliance performance, including pipeline creation, revenue growth, sales conversion, team effectiveness and investment priorities.

Key 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

This Role Is For You If

• 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

What You’ll Receive From Us

No matter where you may be in your career or personal life, our benefits are designed to add value and support, recognising and rewarding you fairly for your contributions. We offer a range of benefits including empowered flexibility and a working week split between office, home and client site; private medical cover and 24/7 access to a qualified virtual GP; six volunteering days a year and much more.

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