Global Alliance Lead

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $239k - $290k / year

⏰ Full Time

🟠 Senior

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dbt Labs

WebsiteLinkedInAll Job Openings

51 - 200 employees

dbt Labs is on a mission to empower data practitioners to create and disseminate organizational knowledge. Since pioneering the practice of analytics engineering through the creation of dbt—the open source data transformation tool made for anyone that knows SQL—we've been fortunate to watch more than 5,000 companies use dbt to build faster and more reliable analytics workflows.

📋 Description

• Own the global Microsoft alliance at the partner and executive level, building trusted relationships with Fabric, Azure, and field leadership across Microsoft's sales, product, and engineering teams • Define and execute a multi-year joint strategy that positions dbt and Fivetran as the default analytics engineering and transformation layer within Microsoft's Fabric and Azure data ecosystem • Represent dbt and Fivetran at Microsoft's internal forums, customer briefings, and industry events - including FabCon, Ignite, and AI Tours - articulating a compelling narrative around trusted data transformation and AI-ready data on Microsoft • Drive key product milestones forward in partnership with dbt Labs' product and engineering teams • Work with Microsoft's Fabric CAT and engineering teams to embed dbt into standard Microsoft reference architectures, solution patterns, and customer-facing platform narratives • Ensure dbt and Fivetran is positioned as cross-platform but Azure-aligned — supporting Fabric, Snowflake on Azure, and Databricks on Azure so Microsoft can win regardless of customer platform preference • Build and run a structured enablement program for Microsoft field teams globally - Fabric specialists, cloud specialists, and solution engineers - through hands-on labs, Feature Fridays, in-office sessions, and joint delivery assets • Partner with Microsoft's alliances and marketing teams to develop joint go-to-market campaigns anchored to Fabric, AI-ready data, and enterprise analytics engineering • Own the co-sell playbook end to end: account mapping, seller-to-seller engagement, targeted plays, and clear asks of Microsoft teams on active opportunities • Drive measurable progress against commercial targets - including Microsoft-sourced revenue, Microsoft-engaged revenue, Azure Marketplace TCV, and Azure consumption • Own Azure Marketplace execution: ensure clean, predictable MACC drawdown and marketplace-backed deal flow with no last-minute surprises • Maintain a rigorous view of Microsoft-attributed pipeline - tracking opportunity sourcing, co-sell progression, and closed business across the alliance • Build and run the global Microsoft operating model: annual business plan, quantifiable goals, named stakeholders, regular cadence with Microsoft, and internal business review rigor • Serve as the internal owner of Microsoft strategy, deal motion, and escalation - the trusted subject matter expert that sales, marketing, product, and technical teams turn to • Define and track the signals of a healthy alliance: field enablement depth, co-sell activity, marketplace execution, product milestone progress, and revenue contribution • Report regularly to alliance and go-to-market leadership on alliance health, pipeline contribution, and strategic progress — and surface risks early

🎯 Requirements

• 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 technology organizations 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 cloud service providers go-to-market and execute • 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 CSPs operating model and contacts within. • Willingness to travel globally to engage partner leadership and teams across regions.

🏖️ Benefits

• 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 • Flexible stipends for: • Health & Wellness • Home Office Setup • Cell Phone & Internet • Learning & Development • Office Space