Global Alliance Lead

About the role

The Global Alliance Lead is one of the most strategically important roles in our Ecosystem. You will own our relationship with one of the world's leading technology and transformation partners end-to-end — from C-suite engagement through to practitioner enablement and joint pipeline creation. You will be the architect of how the GSI and NewCo go to market together, ensuring our platform becomes the trusted data foundation inside the GSI’s agentic AI delivery practice globally.

What You'll Do

• 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.

• 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.

• Enablement and go-to-market
  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
  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.

• Enablement and go-to-market
  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.

• Pipeline and opportunity development
  Drive co-sell motions alongside GSI account teams, ensuring NewCo is present and influential at the point of client opportunity.

• Pipeline and opportunity development
  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.

• Telemetry and performance
  Report regularly to the Global Head of GSI Relationships on alliance health, pipeline contribution, and strategic progress.

• Telemetry and performance
  Identify risks and gaps in the relationship early and mobilize internal resources to address them.

What You Will Bring

• 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.
• 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.

Why This Role

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.