What You'll Do

Work with global alliance managers to understand co-sell processes specific to each partner and identify ways to improve support and scale - including sales-facing resources, system automation, and analytical insights
Proactively identify top accounts and customers for dbt Labs sales teams to prioritize with AWS, GCP, and Azure
Facilitate and secure engagements between dbt Labs/Fivetran and partner sales counterparts - including account workshops and joint opportunity reviews
Connect dbt Labs sales teams with the right partner contacts to ensure we're solution selling together and delivering a strong customer experience
Support pipeline creation and revenue growth across all three hyperscaler partnerships

Conduct informational interviews with partner field teams, customers, and internal stakeholders to understand where co-sell motions are working and where there's room to improve
Monitor trends across the hyperscaler ecosystem and synthesize findings into recommendations for alliance leadership
Identify whitespace and emerging opportunities across AWS, GCP, and Azure to help inform where we place bigger bets

Own account mapping across all three partners — analyzing overlap, co-sell propensity, and expansion potential to help alliance managers prioritize
Track alliance health, pipeline contribution, and program performance across cloud providers
Translate data from internal systems, partner portals, and marketplace platforms into clear, actionable recommendations

Help design and pressure-test new alliance programs before launch, using data and field research to sharpen targeting and sequencing
Identify what's working in one region or with one cloud provider and build the case for scaling it globally
Define, maintain, and improve co-sell operational components including playbooks, sales resources, and analytical frameworks

What You'll Bring

1–3 years of experience in a sales, business development, or partner-facing role - BDR, SDR, or similar experience is a plus
Some exposure to alliances, partnerships, or co-sell motions, even if not as a primary focus
Comfort working with data - you've used tools like Salesforce, Excel, or similar to analyze accounts, track pipeline, or identify trends
Experience using AI tools - whether that's agents, AI-assisted research, or tools like Claude, Glean, Notion AI - to accelerate analysis, surface insights, and do more with less
Strong organizational skills and attention to detail; you can manage multiple workstreams across different partners and stakeholders without dropping threads
Clear, direct communicator - written and verbal - who can synthesize information and present it concisely to senior team members
Curiosity about the data and cloud ecosystem; familiarity with AWS, GCP, or Azure
Willingness to do the research - informational interviews, account mapping, competitive analysis - and turn findings into a clear point of view
Collaborative by default; this role works across three alliance managers and multiple internal teams, so the ability to build relationships and earn trust matters
Willingness to travel occasionally to engage partner teams and attend industry events

Co-sell activity is running at scale across all three hyperscaler partners - with a volume of target co-sell account meetings booked across AWS, GCP, and Azure in FY27, logged and tracked in Salesforce
Proactive account identification is working: dbt Labs/Fivetran sales teams are receiving regular, data-driven views of their top co-sell opportunities - by partner, account, and motion - and acting on them
The co-sell process from submission to booked meeting is smooth and fast; sales teams know how to use it and trust that it will get them to the right partner contact quickly
Partner-influenced pipeline is growing and attributable - co-sell activity is tagged consistently in Salesforce so we can measure what's working and where to invest more
Alliance managers for Microsoft, AWS, and Google have a reliable research and analytical partner who helps them make smarter decisions about where to focus and what programs to build next
You've built working relationships with partner-facing teams at all three hyperscalers and are a trusted connector between dbt Labs sellers and their cloud counterparts