Director, Technology Alliance Partnerships
A
AcquiaSaaS Martech
Remote-United-StatesFull-TimeDirector
Salary$170,000 — $180,000 USD
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Job Details
- Experience
- 5+ years
- Required Skills
- AWSBusiness DevelopmentSaaS
Requirements
- 5+ years in technology alliances, ISV partnerships, business development, or ecosystem strategy, with progressive leadership responsibility.
- Proven 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 departments.
- Comfort operating at the executive level internally and with partners.
- Commercial sensibility: ability to construct partnership business models.
- People-leadership experience, with a history of hiring, developing, and retaining strong alliance talent (nice to have).
- Experience in DXP, CMS, DAM, martech, or adjacent SaaS categories (nice to have).
- Familiarity with the Drupal or open-source ecosystem (nice to have).
Responsibilities
- 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.
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