Global Alliance Lead, Microsoft

What You'll Do

Relationship strategy and executive engagement

• 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

Product integration and platform alignment

• 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

Enablement and go-to-market

• 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

Pipeline and commercial execution

• 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

Operating model and internal leadership

• 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

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 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

What Success Looks Like in Year One

• A structured global operating model is in place - business plan, named stakeholders, regular cadence with Microsoft, and internal business review rigor
• Microsoft becomes a scaled co-sell channel: defined account targeting, consistent co-sell plays, and field teams on both sides who know when and how to bring dbt in
• Microsoft field enablement is running - SE enablement, hands-on labs, and a field education engine that works globally, not just on paper
• Key product milestones are advancing with a clear "dbt/Fivetran on Microsoft" story
• Commercial targets are on track: Microsoft-sourced and engaged revenue, marketplace TCV, and Azure consumption are showing up on the board
• The alliance has earned internal credibility: this person is the trusted owner of Microsoft strategy, deal motion, and escalation across sales, marketing, product, and technical teams