Director of Technology Alliance Partnerships, Acquia

• 5+ 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

• We are looking for a 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