# Global Alliance Lead, Accenture

**Company:** [Fivetran](https://hotfix.jobs/companies/fivetran)
**Location:** Remote
**Role:** Partnerships
**Salary:** $172k – $269k/yr
**Experience:** 10+ years
**Skills:** strategic alliances, Partner Management, Enterprise Sales, modern data stack, dbt, Fivetran, AI, Data Governance, gsi relationships, pipeline development, c-suite engagement, Go-to-Market Strategy
**Posted:** 2026-06-30

> Own and grow the global strategic alliance with Accenture end-to-end, from C-suite engagement and joint strategy to practitioner enablement, co-selling, and pipeline development for the combined dbt + Fivetran data platform. Requires 10+ years in alliances/partner management with GSIs in data/cloud/software.

## Job Description

## 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

## Skills We're Looking For
- 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

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