Global Alliance Lead

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 New Co 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.

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 New Co 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 New Co'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 New Co platform as the foundational data layer — the "New Co 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 New Co 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

• 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…