Global Alliance Lead

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of the global Accenture relationship at the partner and C-suite levels, fostering trusted connections with Accenture's AI, cloud, data, and industry practice leaders.

• Develop and implement a long-term joint strategy that establishes dbt + Fivetran as the preferred open data infrastructure layer within Accenture's enterprise AI delivery.

• Represent NewCo at Accenture's internal forums, client briefings, and industry events, effectively communicating the significance of open data infrastructure in relation to Accenture's cost and productivity reinvention initiatives.

• Promote the adoption of the dbt + Fivetran platform within Accenture's delivery teams, ensuring that practitioners, solution architects, and practice leaders are certified, confident, and actively endorsing the platform during client engagements.

• Collaborate with Accenture's practice leadership to integrate NewCo's platform into their business groups, standard delivery architectures, RFP responses, and client proposals.

• Create and implement a seamless enablement program for Accenture practitioners worldwide, including certifications, reference architectures, use case playbooks, and joint delivery assets.

• Work alongside Accenture's marketing and alliances teams to design joint go-to-market campaigns focused on open data infrastructure and trusted AI delivery.

• Assist Accenture in developing and positioning client-facing agentic AI value accelerators, with the NewCo platform serving as the foundational data layer—known as the "NewCo inside" model.

• Identify and cultivate new pipeline opportunities through the Accenture relationship, pinpointing client scenarios where open data infrastructure delivers measurable value.

• Facilitate co-selling efforts with Accenture account teams, ensuring NewCo's presence and influence at critical client opportunity moments.

• Maintain a comprehensive view of the Accenture-engaged pipeline—monitoring opportunity sourcing, progression, and closed business attributed to the alliance.

• Define and oversee the indicators that signify a robust, high-performing GSI relationship: certifications, sourced opportunities, platform deployments, practitioner engagement, and joint successes.

• Provide regular updates to the Global Head of GSI Relationships regarding alliance health, pipeline contributions, and strategic advancements.

• Proactively identify risks and gaps in the relationship and mobilize internal resources to address them.

⛳️ Requirements

• Over 10 years of experience in strategic alliances, enterprise sales, or partner management within the data, cloud, or enterprise software sectors.

• Proven experience managing intricate, global relationships with major consulting firms or global system integrators at a senior level.

• Profound understanding of the modern data stack and the business value of open data infrastructure—experience with dbt, Fivetran, or similar is highly preferred.

• Capability to engage credibly at the C-suite and partner levels within a global consulting organization, comprehending how GSIs make decisions, build practices, and go to market.

• Strong commercial acumen—ability to identify, thoroughly qualify, and develop joint pipeline opportunities rather than merely managing existing relationships.

• Demonstrated success as a cross-functional orchestrator—able to influence without direct authority across sales, engineering, marketing, and operations.

• Outstanding communication and storytelling abilities—capable of transforming technical platform capabilities into compelling business narratives for consulting and enterprise audiences.

• Familiarity with AI, agentic workflows, and the data governance landscape is a significant advantage.

• Willingness to travel globally to engage with Accenture leadership and teams across various regions.

🏝️ Benefits

• 100% employer-paid medical insurance.

• Generous paid time-off policy (PTO), along with paid sick time, inclusive parental leave policy, holidays, and volunteer days off.

• RSU stock grants.

• Opportunities for professional development and training.

• Company virtual happy hours, complimentary food, and enjoyable team-building activities.

• Monthly cell phone stipend.

• Access to an innovative mental health support platform offering personalized care and resources in areas such as therapy, coaching, and self-guided mindfulness exercises for all covered employees and their dependents.