OEM Partner Manager

Job Description

Acquia is the open digital experience company. We provide the world's most ambitious brands with products built around Drupal to allow them to embrace innovation and create customer moments that matter. At Acquia, we believe in the power of community and collaboration — giving our customers and partners the freedom to build tomorrow on their terms.

Headquartered in the U.S., we have been named one of North America’s fastest growing software companies by Deloitte and Inc. Magazine, rated a leader by the analyst community, and named one of the Best Places to Work by the Boston Business Journal. We are Acquia. We are building for the future and we want you to be a part of it!

The Challenge

We’re looking for a star to join our high achieving partner team, covering some of our most strategic partnerships with companies offering complementary technology solutions. You will be responsible for establishing, managing, and driving business with our OEM Partners and Technology Alliances who deliver technology and services which complement the Acquia Platform.

What's needed to succeed

The right candidate will have a track record of exceeding expectations, demonstrate a high degree of motivation and thrive in a hyper growth environment. You believe in selling both with and through Partners. You understand how to combine solutions and services to deliver customer solutions. You know how to build alignment and consensus between internal colleagues and Partner employees at all levels. The focus will be on developing deep relationships with partners who can ensure consistent and predictable business growth. You will demonstrate a clear passion and drive for results, excellent relationship skills, and a deliberate attention to detail.

Responsibilities

• Handle Acquia’s relationships with existing and new OEM partners
• Support Acquia Sales, Customer Success and Support teams with information about subscriptions, entitlements, pricing, contracts and custom engagements
• Register opportunities on behalf of Acquia Sales with OEM partners
• Process all requests for custom pricing, working with OEM partners to calculate pricing and obtain discount approvals
• Reporting and analysis of pipeline generation, forecast, customer churn and downsell for OEM products
• Report on closed won deals for OEM products, and handle the invoicing process in Coupa
• Lead weekly meetings with OEM partners to report on KPI’s and other sales metrics
• Support internal enablement efforts led by the Product Marketing team on OEM products
• Assist Acquia Sales and Account Management when prospects and customers want access to OEM product sandboxes to conduct proof-of-concept evaluations before purchase
• Support the Acquia DX Alliance Partner Program for technology vendors providing complementary solutions which integrate with Acquia’s Open DXP Platform by assisting with program administration, partner management, demand gen planning, coordination of enablement and operational support

Qualifications / Experience preferred

• 2-4 years sales or sales operations experience required
• In-depth knowledge of the relevant partner ecosystems, business models and technology-driven digital transformation strategies
• Experience in Partner and/or Sales/Account Management roles
• Experience in building and handling multiple partner relationships with technology and OEM partners
• Understanding of software product sales, preferably with a background in web based technologies (SaaS, Paas, SOA, Commerce, Cloud, WCM, Digital Experience Platforms, Social Software)
• Strong analytical and writing abilities and outstanding organizational skills
• Strategic and critical thinking, judgment, and decision making in measuring and managing the business

Acquia is an equal opportunity (EEO) employer. We hire without regard to age, color, disability, gender (including gender identity), marital status, national origin, race, religion, sex, sexual orientation, veteran status, or any other status protected by applicable law.