# Global Alliance Lead **Company**: dbt Labs **Location**: US - Remote **Work arrangement**: remote **Experience**: senior **Job type**: full-time **Salary**: $239,000-$290,000 **Category**: Sales **Industry**: Technology **Apply**: https://job-boards.greenhouse.io/dbtlabsinc/jobs/4704349005?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_d7f092ef-f6b ## Description 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). ## Skills ### Required - strategic alliances - enterprise sales - partner management - data stack - open data infrastructure - AI - agentic workflows - data governance ### Nice to have - dbt - Fivetran - GSI operating model --- Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/dbtlabsinc/jobs/4704349005?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)