Director, Partner GTM

About Acquia

Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out.

Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it!

Career Exploration at Acquia

Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia

You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary.

ABOUT THE ROLE

Reporting to the VP of Platform & Solutions Marketing, the Director of Partner Solutions Marketing owns how Acquia goes to market with and through our partner ecosystem agencies, system integrators, and technology partners across our solution portfolio. You own the partner commercial story, the co-sell plays partners run, and the operating model that makes partner GTM repeatable rather than a pile of one-off decks.

This is a leadership seat for someone who drives programs to done. We use AI to do the job better and faster and automate the work that doesn't matter, and everyone on this team demos and presents on stage. This is a strategy role, not a behind-the-keyboard one.

RESPONSIBILITIES

• Own partner GTM strategy and narrative across the solution portfolio, and the case for why building on Acquia is the smart bet for an agency or SI practice.
• Define the partner messaging, positioning, and the tactics that will drive the most impact, coordinating across Product Marketing, Partner leadership, partner marketing, partner enablement, and the regional partner team.
• Build joint value propositions, co-sell plays, and joint Path-to-Value assets on a value-selling spine (Signal > Value > Action) that a partner's sellers can run without you in the room.
• Build partner enablement that gets used pitch decks, battlecards, solution briefs, demo narratives, campaign-in-a-box and prove adoption.
• Operate at the PMM, Partner, Sales, and RevOps team as a peer of the existing leadership, comfortable in pipeline reviews and deal desks.
• Define and report partner-sourced and partner-influenced pipeline, partner-attached deal rate, and partner-influenced revenue.
• Support partner events including travel to support key events or to collaborate in person with our partners (~15% travel)

QUALIFICATIONS

• 7+ years in product marketing, partner / channel marketing, or partner GTM, including time at a level where you owned the strategy.
• Exceptional program management and leadership. You run complex, cross-functional programs end to end. You lead the room, make decisions without waiting for consensus, and get things moving. People align to your cadence and things ship.
• Familiarity with the agency / SI ecosystem and how those businesses make money.
• A track record of building a partner or channel GTM motion from the ground up, not just maintaining one.
• A strategist, not a content marketer. You drive positioning and strategy and think critically about the moments of impact.
• AI-first ways of working. You use AI to move faster research, drafting, analysis, automation and have a clear point of view on where it helps and where it gets in the way.
• Presentation and demo skills. Everyone here presents and demos on stage; you are compelling live, whether it is a partner keynote, a co-sell pitch, or an internal readout.
• Cross-functional operating chops as a peer of sales, not a vendor to it.

PREFERRED QUALIFICATIONS

• Experience in MarTech, DXP, CMS, or AI-adjacent enterprise software.
• Familiarity with Drupal and its implementation-partner community.

Why Acquia

Acquia is the digital experience platform built for a world where your audience isn't only human. Its agents too. We help the world's most ambitious brands build, deliver, and optimize digital experiences — powered by Drupal.

This role sits at the intersection of community, content, and category creation. You will have executive support, a clear mandate, and the opportunity to define what developer relations looks like for a modern DXP.

We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals.

Acquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core Benefits include: competitive healthcare coverage, wellness programs, take it when you need it time off, parental leave, recognition programs, and much more!

Final compensation will be commensurate with your experience and will be determined by a variety of factors, including city of residence, relevant skillset, and job-related knowledge.

Acquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job.