Director, Technology Alliance Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and manage the Technology Alliance Partner strategy, covering ISV, DAM, platform, OEM, and content-creator partner categories.

• Oversee Acquia's most critical technology partnerships, involving collaborative planning.

• Take charge of the AWS partnership, focusing on co-selling, marketplace integration, and platform alignment.

• Create and implement joint go-to-market strategies that yield qualified leads and sourced pipeline.

• Identify, onboard, and launch new technology partners, guiding them from evaluation through integration and GTM readiness.

• Establish a scalable OEM business model addressing packaging, pricing, and operational strategies.

• Collaborate with the Product team to prioritize integrations and align partner investments with the platform roadmap.

• Work alongside Marketing on joint campaigns and partner events.

• Collaborate with Sales on OEM partnerships and co-sell initiatives.

• Lead, mentor, and develop a team of technology alliance managers.

• Deliver a prioritized alliance strategy, a revenue-generating OEM model, and foster a high-performing team.

⛳️ Requirements

• 5+ years of experience in technology alliances, ISV partnerships, business development, or ecosystem strategy, with a track record of progressive leadership roles.

• Proven ability to build and scale technology partner programs, generating measurable partner-sourced and partner-influenced pipelines.

• Direct experience in owning or establishing co-sell motions with a hyperscaler, preferably AWS.

• Understanding of cloud marketplace mechanics.

• Proficiency in ISV integrations, OEM and embed relationships, and platform alliances.

• Strong cross-functional influence across Product, Marketing, and Sales teams.

• Comfort in engaging at the executive level both internally and with partners.

• Ability to develop partnership business models.

• Experience in DXP, CMS, DAM, martech, or related SaaS categories is a plus.

• Familiarity with the Drupal or open-source ecosystem is a plus.

• Prior experience in establishing or transforming an OEM business model is a plus.

• Experience in people leadership is a plus.

🏝️ Benefits

• Competitive healthcare coverage.

• Wellness programs.

• Flexible time off policy.

• Parental leave.

• Recognition programs.

• Eligibility for variable compensation.