Global Alliance Lead

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🔥 1 minute ago

⛰️ Colorado – Remote

⛰️ Colorado – Remote

💵 $239k - $290k / year

⏰ Full Time

🟠 Senior

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Fivetran

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2012

💰 $565M Series D on 2021-09

Data Integration • Technology • Cloud Computing

Fivetran is a company that focuses on simplifying the process of data integration by providing automated data connectors that sync data from different sources into data warehouses, enabling seamless analytics and insights. Using a streamlined, fully-managed approach, Fivetran helps businesses consolidate their data infrastructure to ensure consistent data availability and reliability.

📋 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 • 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.