Global Alliance Lead, Accenture

dbt Labs

1d • $239,000 - $290,000 • Remote

About The Position

The Global Alliance Lead for Accenture is a strategically important role focused on owning the global system integrator relationship with Accenture end-to-end. This role involves C-suite engagement, practitioner enablement, and joint pipeline creation. The individual will architect how Accenture and the company go to market together, ensuring the platform becomes embedded in Accenture's AI and data delivery practice globally. This is a senior individual contributor role reporting to the Global Head of GSI Relationships, requiring orchestration across sales, partner solution architecture, marketing, and partner operations to maximize the impact on this high-leverage commercial relationship.

Requirements

• 10+ years of experience in strategic alliances, enterprise sales, or partner management within the data, cloud, or enterprise software industry.
• Demonstrated experience managing complex, global relationships with major consulting firms or global system integrators at a senior level.
• Deep understanding of the modern data stack and the business value of open data infrastructure — dbt, Fivetran, or equivalent experience strongly preferred.
• Ability to engage credibly at C-suite and partner level within a global consulting organization — understanding how GSIs make decisions, build practices, and go to market.
• Strong commercial instincts — able to identify, thoroughly qualify and develop joint pipeline opportunities, not just manage existing relationships.
• Track record of operating as a cross-functional orchestrator — influencing without direct authority across sales, engineering, marketing, and operations.
• Exceptional communication and storytelling skills — able to translate technical platform capabilities into compelling business narratives for consulting and enterprise audiences.
• Familiarity with AI, agentic workflows, and the data governance landscape is a strong advantage.
• Willingness to travel globally to engage Accenture leadership and teams across regions.

Responsibilities

• Own the global Accenture relationship at partner and C-suite level, building trusted relationships with Accenture's AI, cloud, data and industry practice leads.
• Define and execute a multi-year joint strategy that positions dbt + Fivetran as the default open data infrastructure layer within Accenture's enterprise AI delivery.
• Represent the company at Accenture's internal forums, client briefings, and industry events, articulating a compelling narrative around open data infrastructure and its relevance to Accenture's cost and productivity reinvention agenda.
• Drive adoption of the dbt + Fivetran platform within Accenture's delivery teams, ensuring practitioners, solution architects, and practice leads are certified, confident, and actively recommending the platform in client engagements.
• Work with Accenture's practice leadership to embed the company's platform into their business groups, standard delivery architectures, RFP responses, and client proposals.
• Design and execute a frictionless enablement program for Accenture practitioners globally, including certifications, reference architectures, use case playbooks, and joint delivery assets.
• Partner with Accenture's marketing and alliances teams to develop joint go-to-market campaigns anchored to open data infrastructure and trusted AI delivery.
• Support Accenture in building and positioning client-facing agentic AI value accelerators with the company's platform as the foundational data layer (the "NewCo inside" model).
• Source and develop new pipeline opportunities through the Accenture relationship, identifying client situations where open data infrastructure creates measurable value.
• Drive co-sell motions alongside Accenture account teams, ensuring the company is present and influential at the point of client opportunity.
• Maintain a rigorous view of Accenture-engaged pipeline, tracking opportunity sourcing, progression, and closed business attributed to the alliance.
• Define and track signals indicating a healthy, high-performing GSI relationship: certifications, sourced opportunities, platform deployments, practitioner engagement, and joint wins.
• Report regularly to the Global Head of GSI Relationships on alliance health, pipeline contribution, and strategic progress.
• Identify risks and gaps in the relationship early and mobilize internal resources to address them.

Benefits

• Unlimited vacation time with a culture that actively encourages time off
• 401k plan with 3% guaranteed company contribution
• Comprehensive healthcare coverage
• Generous paid parental leave
• Flexible stipends for: Health & Wellness, Home Office Setup, Cell Phone & Internet, Learning & Development, Office Space

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed