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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.
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
