Global Alliance Lead

Global Alliance Lead

Remote, California, United States

Global Alliance Lead

Remote, California, United States

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About Us

Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.

As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

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.

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 organisation to bear on one of our highest-leverage commercial relationships.

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
• 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

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
• 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

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.

This position qualifies for Fivetran’s incentive plan, and it’s common for employees in this role to achieve the total on-target earnings.

The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.

Oakland Pay Range

$172,200—$215,250 USD

OTE (On Target Earning)

$215,250—$269,063 USD

Perks and Benefits

• 100% employer-paid medical insurance*****
• Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
• RSU stock grants*
• Professional development and training opportunities
• Company virtual happy hours, free food, and fun team-building activities
• Monthly cell phone stipend
• Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

*May vary by country and worker type - please reach out to your recruiter for more information

Click here to learn more about Fivetran's Benefits by Region.

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We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.

Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.

To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.

To learn more about our candidate privacy policy, you can read our statement here.

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We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.

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