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Global Alliance Lead, Accenture

US - Remote

About Us 

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases. 

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture. 

We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

  • Reliable, high-quality data is the fuel that propels AI-powered data engineering.

  • AI is changing data work, fast. dbt’s data control plane keeps data engineers ahead of that curve.
  • We empower engineers to deliver reliable, governed data faster, cheaper, and at scale.

dbt Labs is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started.. We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values.

Location: US Remote

About the company

dbt Labs and Fivetran have merged to create the defining open data infrastructure platform for the modern enterprise. We create the data infrastructure for AI agents you can trust. Together, we power the data pipelines, semantic layers, and transformation workflows that organisations rely on to run their businesses — and increasingly, to govern and scale their AI. We are at the centre of one of the most important shifts in enterprise technology: the move from fragmented, vendor-locked data stacks to open, portable, trustworthy infrastructure, critical for AI. Our platform is how the world's leading companies get AI into production.

About the role

The Global Alliance Lead for Accenture is one of the most strategically important roles in our Ecosystem. You will own our most significant global system integrator relationship end-to-end — from C-suite engagement through to practitioner enablement and joint pipeline creation. You will be the architect of how Accenture and NewCo go to market together, ensuring our platform becomes embedded in Accenture's AI and data 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.

What You'll Do

Relationship strategy and executive engagement

  • Own the global Accenture relationship at partner and C-suite level, building trusted relationships with Accenture's AI, cloud, data and industry practice leads
  • Define and execute a multi-year joint strategy that positions dbt + Fivetran as the default open data infrastructure layer within Accenture's enterprise AI delivery
  • Represent NewCo at Accenture's internal forums, client briefings, and industry events — articulating a compelling narrative around open data infrastructure and its relevance to Accenture's cost and productivity reinvention agenda.

Platform integration and practitioner adoption

  • Drive adoption of the dbt + Fivetran platform within Accenture's delivery teams — ensuring practitioners, solution architects and practice leads are certified, confident, and actively recommending the platform in client engagements
  • Work with Accenture's practice leadership to embed NewCo's platform into their business groups, standard delivery architectures, RFP responses and client proposals

Enablement and go-to-market

  • Design and execute a frictionless enablement programme for Accenture practitioners globally — certifications, reference architectures, use case playbooks, and joint delivery assets
  • Partner with Accenture's marketing and alliances teams to develop joint go-to-market campaigns anchored to open data infrastructure and trusted AI delivery
  • Support Accenture in building and positioning client-facing agentic AI value accelerators with NewCo platform as the foundational data layer — the "NewCo inside" model

Pipeline and opportunity development

  • Source and develop new pipeline opportunities through the Accenture relationship — identifying client situations where open data infrastructure creates measurable value
  • Drive co-sell motions alongside Accenture account teams, ensuring NewCo is present and influential at the point of client opportunity
  • Maintain a rigorous view of Accenture-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

What You'll Bring

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

What Success Looks Like in Year One

  • A clearly defined joint strategy with Accenture signed off at partner Executive level on track to Business Group status.  
  • Material increase in Accenture practitioner certifications and active platform deployments
  • Accenture-sourced pipeline contributing measurably to NewCo's revenue
  • At least two joint go-to-market campaigns live in the market delivering pipeline.
  • First client-facing agentic value accelerators built on NewCo platform delivered with Accenture
  • A telemetry framework in place tracking alliance health and pipeline influence

Why this role

This is a rare opportunity to own a marquee relationship at a defining moment for both companies. The merged dbt + Fivetran platform is the infrastructure layer the industry has been waiting for — and Accenture is the partner with the scale, relationships, and delivery capability to take it to market at speed. The person who builds this alliance well will shape how the world's leading enterprises adopt trusted, cost-efficient AI at scale.

Remote Hiring Process

  • Interview with Talent Acquisition Partner
  • Interview with the Hiring Manager
  • Team Interviews
  • Pipeline Generation Activity with Sales Leadership
  • Final Interview with VP of Partnerships

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

Compensation

We offer competitive compensation packages commensurate with experience, including salary, RSUs, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process. 

  • The typical starting OTE compensation for this role is: $239,000-$290,000 (80/20 split)

dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page.

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. RSUs or comparable benefits may be offered depending on the legal or country limitations.

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