Senior Director, Global Strategic Alliances

Acquia

About The Position

Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out. Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it! Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia. You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary. Reporting to the SVP of Global Partnerships and Ecosystem Strategy, the Senior Director of Global Strategic Alliances will define and execute a global strategy across our most strategic partners, spanning Global Systems Integrators (GSIs) such as Capgemini and KPMG and a set of large digital agencies. The strategy will accelerate revenue growth, customer acquisition, and customer success, and this leader will build and run a high-performing global alliances function responsible for these relationships end to end. This role owns the development and execution of joint go-to-market strategies, co-sell motions, and partner-sourced and partner-influenced revenue, partner enablement, and executive relationship management. Working cross-functionally with Sales, Marketing, Product, Services, Customer Success, and Finance, this leader ensures partnerships are fully integrated into the company's growth strategy and operating model.

Requirements

Bring a proven track record of managing and growing relationships with GSIs and large digital or delivery agencies, ideally within a co-sell framework.
Have built or scaled partner programs and operating models that produced measurable revenue and pipeline.
Have a strong understanding of enterprise sales cycles and a demonstrated ability to drive revenue through indirect channels.
Excel at cross-functional collaboration across Product and Technology, Sales, Marketing, Services, and Finance.
Are an exceptional communicator, presenter, and negotiator who can engage audiences ranging from technical teams to C-level executives.
Think strategically about long-term partnership growth while also driving short-term business outcomes.
Embraces innovation and the potential of AI to enhance our processes and improve our work.
Open to learning new technologies and collaborating with AI tools to achieve our goals.

Responsibilities

Define and execute a global strategy with GSIs and agencies that launches joint offerings, drives revenue and customer acquisition, and delivers successful customer implementations.
Build and evolve differentiated partner programs, with distinct operating models for GSIs and for agencies, that attract, enable, and scale high-value partnerships.
Work across the ecosystem so that GSIs and agencies can build repeatable platform solutions and industry offerings on our technology.
Build and maintain executive relationships with key GSI partners to create joint business opportunities and long-term strategic value.
Lead joint business planning, establishing shared objectives, revenue targets, investment plans, and success metrics.
Negotiate and oversee commercial agreements, partnership frameworks, and governance models that maximize mutual value creation.
Activate GSI industry practices to compete upmarket and displace competing platforms in priority verticals such as Public Sector, Healthcare, Financial Services, and Manufacturing.
Drive partner engagement across the full customer lifecycle, from demand generation and sales through implementation, adoption, and customer success.
Activate and grow large digital agencies as build and delivery, expanding both capacity and quality of implementation.
Drive agency platform certification, practice development, and delivery readiness so partners can scale successful deployments.
Partner with agencies on co-marketing, demand generation, and joint solution development to expand market reach.
Collaborate closely with Sales, Marketing, Product, Customer Success, Professional Services, and Operations to integrate partners into global go-to-market strategies.
Ensure partnerships are embedded within account planning, territory planning, and industry-specific growth initiatives.
Develop and execute partner-enabled sales motions that increase pipeline creation, accelerate deal velocity, and improve win rates.
Drive adoption of company programs, solutions, and initiatives throughout the partner ecosystem.
Own partner-sourced and partner-influenced revenue targets, co-sell metrics, and the operating rhythm that tracks them.
Establish joint scorecards, quarterly business reviews, and governance that keep partners accountable to shared goals.