Global Alliance Lead

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

📋 Description

• Manage the global GSI relationship at both partner and C-suite levels, fostering trusted connections with clients, practice leads, and delivery teams.

• Develop and implement a multi-year collaborative strategy that positions dbt + Fivetran as the standard open data infrastructure layer within the GSI’s enterprise AI and agentic workflow delivery.

• Represent NewCo in GSI’s internal forums, client briefings, and industry events — delivering a compelling narrative regarding open data infrastructure and its significance to the GSI’s strategy.

• Promote the adoption of the dbt + Fivetran platform within GSI delivery teams — ensuring practitioners, solution architects, and practice leads are certified, confident, and actively advocating for the platform during client engagements.

• Collaborate with GSI's practice leadership to integrate NewCo's platform into their business units, standard delivery architectures, RFP responses, and client proposals — with a special focus on GSI's Data & AI practices.

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

• Partner with GSI's marketing and alliances teams to create joint go-to-market campaigns centered on open data infrastructure, trusted AI delivery, and bridging the gap between AI POC and production.

• Assist GSI in crafting and positioning client-facing agentic AI value accelerators — with NewCo's platform serving as the foundational data layer — emphasizing the "NewCo inside" model.

• Identify and cultivate new pipeline opportunities through the GSI relationship — pinpointing client scenarios where open data infrastructure provides measurable value.

• Facilitate co-selling efforts alongside GSI account teams, ensuring NewCo plays a significant role at the point of client opportunities.

• Maintain a comprehensive view of the GSI-engaged pipeline — tracking opportunity sourcing, progression, and closed business linked to the alliance.

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

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

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

⛳️ Requirements

• Over 15 years of experience in strategic alliances, enterprise sales, or partner management within the data, cloud, or enterprise software sectors.

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

• In-depth understanding of the modern data stack and the business advantages of open data infrastructure — experience with dbt, Fivetran, or similar solutions is highly preferred.

• Capability to engage credibly at the C-suite and partner level within a global consulting organization — understanding how GSIs make decisions, develop practices, and market themselves.

• Strong commercial acumen — adept at identifying, thoroughly qualifying, and developing joint pipeline opportunities, rather than merely managing existing relationships.

• A proven history of functioning as a cross-functional orchestrator — influencing without direct authority across sales, engineering, marketing, and operations.

• Outstanding communication and storytelling abilities — capable of translating technical platform features into engaging business narratives for consulting and enterprise audiences.

• Familiarity with AI, agentic workflows, and the data governance landscape is a significant asset, along with a solid understanding of GSI's operational model and connections within.

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

🏝️ Benefits

• 100% employer-sponsored medical insurance.

• Generous paid time-off policy (PTO), including paid sick leave, inclusive parental leave, holidays, and days off for volunteering.

• RSU stock grants*

• Opportunities for professional development and training.

• Company-sponsored virtual happy hours, complimentary meals, 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.