dbt Labs - Global Alliance Lead
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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 • 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
• This is a rare opportunity to own a marquee relationship at a defining moment for both companies. GSI’s are publicly committing to capturing the full value of the agentic AI revolution for customers — and the merged dbt + Fivetran platform is the trusted data infrastructure that makes AI production-ready. The person who builds this alliance well will sit at the intersection of the two most important forces in enterprise technology right now: the scale of a global systems integrator and the open infrastructure that makes AI trustworthy enough to deploy 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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