Director of Partner GTM, Acquia
$174-200k
Some travel required
Cloud-based digital experience management
Be an early applicant
Cloud-based digital experience management
1001+ employees
Be an early applicant
$174-200k
Some travel required
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
- 7+ years in product marketing, partner / channel marketing, or partner GTM, including time at a level where you owned the strategy
- Exceptional program management and leadership. You run complex, cross-functional programs end to end. You lead the room, make decisions without waiting for consensus, and get things moving. People align to your cadence and things ship
- Familiarity with the agency / SI ecosystem and how those businesses make money
- A track record of building a partner or channel GTM motion from the ground up, not just maintaining one
- A strategist, not a content marketer. You drive positioning and strategy and think critically about the moments of impact
- AI-first ways of working. You use AI to move faster research, drafting, analysis, automation and have a clear point of view on where it helps and where it gets in the way
- Presentation and demo skills. Everyone here presents and demos on stage; you are compelling live, whether it is a partner keynote, a co-sell pitch, or an internal readout
- Cross-functional operating chops as a peer of sales, not a vendor to it
Desirable
- Experience in MarTech, DXP, CMS, or AI-adjacent enterprise software
- Familiarity with Drupal and its implementation-partner community
What the job involves
- Reporting to the VP of Platform & Solutions Marketing, the Director of Partner Solutions Marketing owns how Acquia goes to market with and through our partner ecosystem agencies, system integrators, and technology partners across our solution portfolio. You own the partner commercial story, the co-sell plays partners run, and the operating model that makes partner GTM repeatable rather than a pile of one-off decks
- This is a leadership seat for someone who drives programs to done. We use AI to do the job better and faster and automate the work that doesn't matter, and everyone on this team demos and presents on stage. This is a strategy role, not a behind-the-keyboard one
- Own partner GTM strategy and narrative across the solution portfolio, and the case for why building on Acquia is the smart bet for an agency or SI practice
- Define the partner messaging, positioning, and the tactics that will drive the most impact, coordinating across Product Marketing, Partner leadership, partner marketing, partner enablement, and the regional partner team
- Build joint value propositions, co-sell plays, and joint Path-to-Value assets on a value-selling spine (Signal > Value > Action) that a partner's sellers can run without you in the room
- Build partner enablement that gets used pitch decks, battlecards, solution briefs, demo narratives, campaign-in-a-box and prove adoption
- Operate at the PMM, Partner, Sales, and RevOps team as a peer of the existing leadership, comfortable in pipeline reviews and deal desks
- Define and report partner-sourced and partner-influenced pipeline, partner-attached deal rate, and partner-influenced revenue
- Support partner events including travel to support key events or to collaborate in person with our partners (~15% travel)
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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