dbt Labs - Partner Solutions Architect - Japan
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Requirements
• 5+ years of experience in solutions architecture, sales engineering, consulting, partner engineering, or another customer-facing technical role in data and analytics • Strong hands-on background in SQL, data modeling, analytics engineering, and modern data platforms • Ability to clearly explain modern data stack architectures and how dbt fits across warehouses, lakehouses, semantic layers, and AI-oriented workflows • Experience translating technical capabilities into clear business value for both technical and non-technical audiences • Comfort operating in highly cross-functional environments across Sales, Partnerships, Product, and Marketing • Strong presentation, workshop, and facilitation skills, including external enablement and customer-facing sessions • Proven ability to drive outcomes in ambiguous, fast-moving environments with multiple stakeholders • Experience supporting complex enterprise buying motions, proof-of-value work, or partner-influenced sales cycles • Strong written communication skills for building collateral, technical narratives, and partner-facing content • A collaborative mindset and a desire to help scale best practices across a growing team • What will make you stand out: • Experience working directly in partner, alliance, or ecosystem roles • Experience with Snowflake, Databricks, BigQuery / Google Cloud, AWS, or Microsoft Fabric in a GTM or solutions context • Experience enabling systems integrators, consulting firms, or technology partner field teams • Familiarity with cloud marketplace motions, co-sell programs, and partner-sourced pipeline generation • Prior experience with dbt, analytics engineering workflows, or adjacent tooling in transformation, orchestration, governance, or metadata • Strong instincts for identifying repeatable plays that connect enablement activity to measurable pipeline outcomes • Ability to influence both strategy and execution, from partner messaging and field enablement to product feedback and GTM refinement • A track record of building credibility quickly with partner sellers, partner architects, and internal field teams • What to expect in the interview process (all video interviews unless accommodations are needed): • Interview with Talent Acquisition Partner • Interview with Hiring Manager • Team Interviews
Responsibilities
• Partner closely with Partner Development Managers to execute joint GTM plans across technology and SI/consulting partners. • Build trusted technical relationships with partner architects, sellers, and practice leaders • Run partner enablement sessions, workshops, office hours, and hands-on technical trainings to improve partner capability and field readiness • Support account mapping and seller-to-seller alignment between dbt and partner field teams to uncover and accelerate pipeline • Help create and refine repeatable sales plays across themes like core-to-cloud migration, modernization, AI-ready data foundations, marketplace, semantic layer, and partner platform adoption • Support partner-led and tri-party pipeline generation efforts including QBRs, innovation days, lunch-and-learns, hands-on labs, and local field events • Equip partner teams with the technical messaging, demo narratives, architectures, and customer use cases needed to position dbt effectively • Collaborate with dbt Account Executives, Sales Engineers, and regional sales leadership to drive co-sell execution in target accounts • Act as a technical bridge between partners and dbt Product / Engineering by surfacing integration gaps, field feedback, competitive insights, and roadmap opportunities • Serve as an internal subject matter expert on dbt’s major technology partner ecosystem, especially Snowflake, Databricks, and Google Cloud • Contribute to the scale motion by helping build collateral, playbooks, enablement assets, and best practices that raise the bar across the broader Partner SA function • Travel approximately 30-40% to support partner planning, enablement, executive meetings, and field events across Japan • This scope reflects how the Partner SA team is already operating: enabling partner field teams, building account-level alignment, supporting QBRs and regional events, and translating those activities into sourced and engaged pipeline.
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