Senior Director, Technology Alliance Partnerships

Acquia

10d

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. We are looking for a Sr. Director to own Acquia's Technology Alliance Partnerships (TAP) ecosystem end to end. Our TAP program is large, diverse and growing: It includes large platform ISVs such as Salesforce and HubSpot, key Martech integrations for our DAM and other products, cloud platforms like AWS, OEM relationships such as Cloudflare and Akamai, and a new class of content-creation partners like Figma. You will set and own the overall Technology Alliance Partnership strategy with Product for how these partners integrate with and extend the Acquia platform, drive go-to-market with our most important existing partners, and recruit and launch the next key integrations. This is a builder's role for someone who can operate as both a strategist and an operator: shaping the vision, then landing the partnerships and executing the business models that prove it out. You will lead a team and partner closely with Partner team, Product, Marketing, and Sales.

Requirements

10+ years in technology alliances, ISV partnerships, business development, or ecosystem strategy, with progressive leadership responsibility.
A track record of building and scaling technology partner programs and generating measurable partner-sourced and partner-influenced pipeline.
Direct experience owning or building co-sell motions with a hyperscaler (AWS strongly preferred) and familiarity with cloud marketplace mechanics.
Fluency across multiple partner models: ISV integrations, OEM and embed relationships, and platform alliances.
Strong cross-functional influence with Product, Marketing, and Sales, and comfort operating at the executive level internally and with partners.
Commercial sensibility: you can construct partnership business models, not just relationships.

Nice To Haves

Experience in DXP, CMS, DAM, martech, or adjacent SaaS categories.
Familiarity with the Drupal or open-source ecosystem.
Prior experience standing up or reshaping an OEM business model.
People-leadership experience, with a history of hiring, developing, and retaining strong alliance talent.

Responsibilities

Develop and own the Technology Alliance Partner strategy across ISV, DAM, platform, OEM, and content-creator partner types.
Manage Acquia's most strategic technology partnerships including joint planning.
Own the AWS partnership, including co-sell, marketplace, and platform alignment.
Build and execute joint go-to-market plans with key partners that generate qualified leads and sourced pipeline.
Identify, recruit, and launch new technology partners, from initial evaluation through integration and GTM readiness.
Build out a new business model for OEM relationships that scales revenue and clarifies packaging, pricing, and motion.
Work cross-functionally with Product to understand the roadmap, prioritize key integrations, and align partner investments to where the platform is going.
Partner with Marketing on joint campaigns and participation in marketing and partner events.
Partner with Sales on OEM partnerships and co-sell deals, supporting the field where partner leverage moves opportunities forward.
Lead, coach, and grow a team of technology alliance managers.