Global Alliance Lead

The Global Alliance Lead is one of the most strategically important roles in dbt Labs' Ecosystem. You will own the relationship with a leading technology and transformation partner end-to-end , from C-suite engagement through to practitioner enablement and joint pipeline creation.

Responsibilities:

• Relationship strategy and executive engagement
• 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.

• Platform integration and practitioner adoption
• 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.

• Enablement and go-to-market
• 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.

• Pipeline and opportunity development
• 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.

• Telemetry and performance
• 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.

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.

What Success Looks Like in Year One:

• A clearly defined joint strategy with GSI signed off at partner Executive level and on track to primary Global Strategic Practice.
• Material increase in GSI practitioner certifications and active platform deployments across Data & AI and Insights & Data practices.
• GSI-sourced pipeline contributing measurably to NewCo's revenue.
• At least two joint go-to-market campaigns live in the market delivering pipeline , anchored to GSI's agentic AI and trusted data agenda.
• First client-facing agentic value accelerators built on NewCo platform delivered with GSI , positioning NewCo as the trusted data infrastructure inside GSI's AI delivery.
• A telemetry framework in place tracking alliance health and pipeline influence.

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.

Compensation:

• The typical starting OTE compensation for this role is: $239,000-$290,000 (80/20 split).