Director of Technology Alliance Partnerships (TAP) at Acquia

About the Role:

We are looking for a Director to own Acquia’s Technology Alliance Partnerships (TAP) ecosystem end-to-end. The TAP program is large, diverse, and growing, encompassing:

• Large platform ISVs such as Salesforce and HubSpot
• Key Martech integrations for DAM and other products
• Cloud platforms like AWS
• OEM relationships such as Cloudflare and Akamai
• A new class of content-creation partners like Figma

You will set and own the overall Technology Alliance Partnership strategy with Product, ensuring seamless integration and extension of these partners with the Acquia platform. You will drive go-to-market strategies with key partners, recruit and launch new integrations, and execute business models that validate the strategy. This role requires a builder who can operate as both a strategist and operator, shaping the vision and executing it with a team. You will lead a team and collaborate closely with Partner, Product, Marketing, and Sales teams.

What You Will Do:

• 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 with platform direction.
• 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 You Bring:

• 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: ability to construct partnership business models, not just relationships.

Nice to Have:

• 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.
• A high-performing, well-run team.