Senior Director of Global Strategic Alliances, Acquia
This role is also eligible for variable compensation
Cloud-based digital experience management
Be an early applicant
Cloud-based digital experience management
1001+ employees
Be an early applicant
This role is also eligible for variable compensation
1001+ employees
Company mission
Acquia's mission is to empower the world’s most ambitious brands to embrace innovation and create customer moments that matter.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
Acquia’s digital experience platform was born out of the Drupal Project, a popular free and open source software used to develop core content management systems. Drupal creator Dries Buytaert co-founded Acquia in 2007 in a bid to commercialise the software separately.
Considering that Acquia now counts Warner Music Group, NBC Sports, and Johnson & Johnson among its clients, and was acquired by Vista Equity Partners for $1 billion in 2019, it’s fair to say it’s been a success thus far. Indeed, the fact that Vista has a reputation for acquiring what it sees as “undervalued” companies says a lot about Acquia’s true worth.
Since the 2019 acquisition, Acquia has accelerated its growth and international expansion across the US, Canada, Europe, Australia, and Asia. It also acquired digital asset and product information management company Widen in 2021, proving its determination to keep adding to its product offering. It added new AI features to its digital asset management solution in 2024, doubling down in the face of an increasingly competitive market.
Steph
Company Specialist at Welcome to the Jungle
Insights
-6% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$55m
SERIES G
May 2014
$50m
SERIES F
Total funding: $173.5m
Company benefits
- Up to 13 weeks of maternity, six weeks of paternity and adoption leave paid at 100 percent
- Returning-parent transition program to allow new parents to ease back into work
- We help offset the cost of legal adoption fees
- Time off when you need it
- Modern office spaces equipped with modern desks, natural light, comfortable chairs, and common areas
- Well-stocked snacks and beverages
- Low employee premiums for medical, dental, and vision insurance
- Life and accidental death and dismemberment insurance, short-term disability, long-term disability
- 401(k) retirement savings plan
- ESA: Pre-tax health care and dependent care flexible spending accounts, Employer Health Savings Account contributions
- Confidential employee assistance program, including five free counseling sessions for you or a family member per year
- Cutting-edge telemedicine visits
- Pre-tax commuter and parking accounts
- Fitness center reimbursement
- Adult and dependent orthodontia benefits
- Identity theft protection, travel assistance, and will preparation
Company HQ
Financial District, Boston, MA
Leadership
Dries Buytaert
(Founder, Chief Technology and Strategy Officer & Board Member)Founder and Project Lead of Drupal, a powerful open source platform for building websites and digital experiences, where they serve as President of the Board of Directors. Has served as Acquia's CTO since founding the company in 2008.
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