Global Alliance Lead

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

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
• 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

Compensation

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