Acquia Director, Technology Alliance Partnerships at Acquia owns the TAP ecosystem strategy and execution. Leads strategic partnerships, joint go-to-market plans, and partner recruitment to extend the Acquia platform.
Responsibilities
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.
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.
5+ years in technology alliances, ISV partnerships, business development, or ecosystem strategy, with progressive leadership responsibility.
Qualification
Experience in DXPPeople-leadership experienceWhat Success Looks LikeA clearA high-performing
Preferred
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 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.
