Global Alliance Lead

dbt Labs

15h • $239,000 - $290,000 • Remote

About The Position

The Global Alliance Lead is a strategically important role responsible for owning the end-to-end relationship with a world-leading technology and transformation partner. This role will involve C-suite engagement, practitioner enablement, and joint pipeline creation. The Global Alliance Lead will architect the go-to-market strategy between the Global System Integrator (GSI) and NewCo, ensuring the platform becomes the trusted data foundation within the GSI’s enterprise AI and agentic workflow 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 of this high-leverage commercial relationship.

Requirements

• 15+ 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 organisation — 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 + strong knowledge of GSI's operating model and contacts within.
• Willingness to travel globally to engage GSI leadership and teams across regions.

Nice To Haves

• dbt, Fivetran, or equivalent experience strongly preferred.
• Familiarity with AI, agentic workflows, and the data governance landscape is a strong advantage.
• Strong knowledge of GSI's operating model and contacts within.

Responsibilities

• Own the global GSI relationship at partner and C-suite level, building trusted relationships with Client, practice and delivery team leads.
• Define and execute a multi-year joint strategy that positions dbt + Fivetran as the default open data infrastructure layer within the GSI’s enterprise AI and agentic workflow delivery.
• Represent NewCo at GSI’s internal forums, client briefings, and industry events — articulating a compelling narrative around open data infrastructure and its relevance to the GSI’s strategy.
• Drive adoption of the dbt + Fivetran platform within GSI delivery teams — ensuring practitioners, solution architects and practice leads are certified, confident, and actively recommending the platform in client engagements.
• Work with GSI's practice leadership to embed NewCo's platform into their business groups, standard delivery architectures, RFP responses and client proposals — with particular focus on GSI's Data & AI practices.
• Design and execute a frictionless enablement programme for GSI practitioners globally — certifications, reference architectures, use case playbooks, and joint delivery assets.
• Partner with GSI's marketing and alliances teams to develop joint go-to-market campaigns anchored to open data infrastructure, trusted AI delivery, and closing the gap between AI POC and production.
• Support GSI in building and positioning client-facing agentic AI value accelerators — with NewCo platform as the foundational data layer — the "NewCo inside" model.
• Source and develop new pipeline opportunities through the GSI relationship — identifying client situations where open data infrastructure creates measurable value.
• Drive co-sell motions alongside GSI account teams, ensuring NewCo is present and influential at the point of client opportunity.
• Maintain a rigorous view of GSI-engaged pipeline — tracking opportunity sourcing, progression, and closed business attributed to the alliance.
• Define and track the signals that indicate 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 mobilise 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