Senior Director, Technology Alliance Partnerships

About the role

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.

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.
• Partner 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.

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.

Qualifications

• Nice to have 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.

Skills

• Strategic thinking and execution.
• Excellent communication and collaboration skills.
• Ability to build and manage relationships with key stakeholders.
• Experience with cloud computing and platform ecosystems.
• Understanding of digital marketing and customer experience.

Benefits

Core Benefits include: competitive healthcare coverage, wellness programs, take it when you need it time off, parental leave, recognition programs, and much more!

Pay

Final compensation will be commensurate with your experience and will be determined by a variety of factors, including city of residence, relevant skillset, and job-related knowledge.

Schedule

This role is also eligible for variable compensation.