Global Alliance Lead, Accenture
About the role
The Global Alliance Lead for Accenture is one of the most strategically important roles in our Ecosystem. You will own our most significant global system integrator relationship end-to-end — from C-suite engagement through to practitioner enablement and joint pipeline creation. You will be the architect of how Accenture and NewCo go to market together, ensuring our platform becomes embedded in Accenture's AI and data delivery practice globally.
This is a senior individual contributor role reporting to the Global Head of GSI Relationships. You will orchestrate across sales, partner solution architecture, marketing, and partner operations — bringing the full weight of the organization to bear on one of our highest-leverage commercial relationships.
What You'll Do
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 mobilize internal resources to address them
Skills
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 organization — 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