Senior Director, Global Strategic Alliances

4 weeks ago
Full-time
Lead
Sales and Business Development
Acquia

Acquia

Acquia is a top provider of cloud-based digital experience solutions, helping organizations engage customers effectively across all channels.

Internet Software & Services
1K-5K
Founded 2007
$118M raised

Description

  • Define and execute a global alliances strategy across GSIs and large digital agencies.
  • Build and run a high-performing global alliances function with end-to-end ownership of key partner relationships.
  • Develop and execute joint go-to-market strategies, co-sell motions, and partner revenue plans.
  • Build and maintain executive relationships with strategic GSI partners such as Capgemini and KPMG.
  • Lead joint business planning, including shared objectives, revenue targets, investment plans, and success metrics.
  • Negotiate commercial agreements, partnership frameworks, and governance models.
  • Activate GSI industry practices to support upmarket growth in priority verticals such as Public Sector, Healthcare, Financial Services, and Manufacturing.
  • Grow agency partners through certification, practice development, delivery readiness, and co-marketing efforts.
  • Collaborate cross-functionally with Sales, Marketing, Product, Services, Customer Success, Operations, and Finance to embed partnerships into go-to-market plans.
  • Own partner-sourced and partner-influenced revenue targets, co-sell metrics, scorecards, and quarterly business reviews.

Requirements

  • Proven experience managing and growing relationships with GSIs and large digital or delivery agencies.
  • Experience building or scaling partner programs and operating models that generate measurable revenue and pipeline.
  • Strong understanding of enterprise sales cycles and indirect revenue channels.
  • Experience working in a co-sell framework is preferred.
  • Ability to collaborate across Product and Technology, Sales, Marketing, Services, Operations, and Finance.
  • Exceptional communication, presentation, and negotiation skills with both technical teams and C-level executives.
  • Strategic mindset with the ability to balance long-term partnership growth and short-term business outcomes.
  • Open to learning new technologies and collaborating with AI tools.
  • Experience in partner-led revenue, pipeline generation, or alliance management is strongly implied for success.
  • Ability to support global partnership strategies across multiple partner types and markets.

Benefits

  • Competitive healthcare coverage.
  • Wellness programs.
  • Flexible take-it-when-you-need-it time off.
  • Parental leave.
  • Recognition programs.
  • Variable compensation eligibility.
  • Compensation commensurate with experience, city of residence, relevant skillset, and job-related knowledge.

Interested in this position?

Apply directly on the company website

Apply Now

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