Senior Director, Technology Alliance Partnerships

About Acquia

Acquia empowers leading global brands to create impactful digital customer experiences using its open-source Drupal-based Digital Experience Platform (DXP). The platform supports marketers, developers, and IT teams in rapidly building and deploying digital products that drive engagement, improve conversion rates, and enable businesses to differentiate themselves.

Based in Boston, Acquia is recognized as a Great Place to Work-CertifiedTM company, acknowledged among top global software firms, and praised by industry analysts as a market leader. We are developing innovative solutions for the future and invite visionary individuals to join our journey.

Role Overview

We seek an experienced Senior Director to lead Acquia's Technology Alliance Partnerships (TAP) program end-to-end. This diverse and expanding ecosystem includes major platform ISVs like Salesforce and HubSpot, strategic Martech integrations for DAM and other solutions, cloud platforms like AWS, OEM partnerships with companies such as Cloudflare and Akamai, and cutting-edge content-creation collaborators like Figma.

The successful candidate will formulate and own the strategic direction for how these partners integrate with and enhance the Acquia platform, drive go-to-market initiatives with key existing partners, and spearhead recruitment and rollout of new alliances. This role requires both visionary strategy development and hands-on execution, including managing partnerships and implementing scalable business models. Collaboration with Partner teams, Product, Marketing, and Sales is essential, along with leading and coaching a team of alliance managers.

Responsibilities

• Devise and oversee the comprehensive Technology Alliance Partner strategy encompassing ISV, DAM, platform, OEM, and content-creator partnerships.
• Manage critical technology partnerships including joint planning and coordination.
• Lead the AWS partnership involving co-selling, marketplace engagement, and platform alignment.
• Design and implement joint go-to-market strategies with significant partners to generate qualified leads and pipeline.
• Identify and onboard new technology partners, guiding them from initial assessment through integration and market readiness.
• Create and scale a new OEM business model detailing packaging, pricing, and operational motions to increase revenue.
• Collaborate cross-functionally with Product to align partner investments with the platform roadmap and prioritize integrations.
• Partner with Marketing on joint campaigns and participate in partner marketing events.
• Support Sales through OEM partnerships and co-selling initiatives to advance sales opportunities.
• Lead, mentor, and expand a team focused on technology alliance management.

Qualifications

• Over 10 years of experience in technology alliances, ISV partnerships, business development, or ecosystem strategy with progressive leadership roles.
• Proven success in building and expanding technology partner programs that produce measurable partner-driven pipeline.
• Experience managing or developing co-selling motions with large cloud providers, particularly AWS, including knowledge of cloud marketplace operations.
• Expertise in diverse partner models: ISV integrations, OEM embedding, and platform alliances.
• Strong ability to influence cross-functional teams including Product, Marketing, and Sales, and comfort engaging with executive leadership both internally and with partners.
• Business acumen to design and implement effective partnership business models beyond relationship management.

Preferred Experience

• Background in DXP, CMS, DAM, Martech, or related SaaS sectors.
• Familiarity with Drupal and open-source software ecosystems.
• Prior involvement in establishing or reforming OEM business frameworks.
• Experience in leading teams, including hiring, developing, and retaining skilled alliance professionals.

Success Indicators

• Clear, prioritized technology alliance strategy embraced throughout the partnership organization and validated by Product and Sales units.
• Implementation of a functional OEM business model with revenue-generating named partners.
• Development of a high-achieving, organized alliance management team.

Additional Information

Acquia fosters innovation by leveraging AI technologies to enhance business processes and supports employees willing to explore and integrate AI tools collaboratively. The company offers competitive benefits covering healthcare, wellness, flexible time off, parental leave, and recognition programs to maintain employee well-being.

Compensation will reflect experience, geographic location, relevant skills, and expertise. Variable compensation opportunities exist as part of the package.

Acquia is committed to equal opportunity employment and ensures fair consideration of all applicants regardless of race, color, religion, sex, national origin, disability, veteran status, or other protected characteristics unrelated to job performance.