What You'll Do

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

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

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

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

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

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