Senior Director of Technology Alliance Partnerships, Acquia
This role is also eligible for variable compensation
Cloud-based digital experience management
Posted today
Cloud-based digital experience management
1001+ employees
Posted today
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
- 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
Desirable
- 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
What the job involves
- 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
- 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
- What Success Looks Like:
- A clear, prioritized technology alliance strategy adopted across the partnership org and validated by Product and Sales
- A functioning OEM business model with named partners generating revenue
- A high-performing, well-run team
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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