dbt Labs - Global Alliance Lead, Accenture
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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 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 • Willingness to travel globally to engage Accenture leadership and teams across regions • What Success Looks Like in Year One • A clearly defined joint strategy with Accenture signed off at partner Executive level on track to Business Group status. • Material increase in Accenture practitioner certifications and active platform deployments • Accenture-sourced pipeline contributing measurably to NewCo's revenue • At least two joint go-to-market campaigns live in the market delivering pipeline. • First client-facing agentic value accelerators built on NewCo platform delivered with Accenture • A telemetry framework in place tracking alliance health and pipeline influence
Responsibilities
• Relationship strategy and executive engagement • 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 NewCo 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. • Platform integration and practitioner adoption • 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 NewCo's platform into their business groups, standard delivery architectures, RFP responses and client proposals • Enablement and go-to-market • Design and execute a frictionless enablement programme for Accenture practitioners globally — 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 NewCo platform as the foundational data layer — the "NewCo inside" model • Pipeline and opportunity development • 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 NewCo 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 • 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
Benefits
• This is a rare opportunity to own a marquee relationship at a defining moment for both companies. The merged dbt + Fivetran platform is the infrastructure layer the industry has been waiting for — and Accenture is the partner with the scale, relationships, and delivery capability to take it to market at speed. The person who builds this alliance well will shape how the world's leading enterprises adopt trusted, cost-efficient AI at scale. • Remote Hiring Process • Interview with Talent Acquisition Partner • Interview with the Hiring Manager • Team Interviews • Pipeline Generation Activity with Sales Leadership • Final Interview with VP of Partnerships • 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 • Health & Wellness • Cell Phone & Internet • Learning & Development • We offer competitive compensation packages commensurate with experience, including salary, RSUs, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process. • The typical starting OTE compensation for this role is: $239,000-$290,000 (80/20 split)
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