Global Alliance Lead, Accenture

About the role

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we've grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases. As of February 2025, we've surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture. We're backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners: Reliable, high-quality data is the fuel that propels AI-powered data engineering. AI is changing data work, fast. dbt's data control plane keeps data engineers ahead of that curve. We empower engineers to deliver reliable, governed data faster, cheaper, and at scale. dbt Labs is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we're just getting started.. We're growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values . Location: US Remote dbt Labs and Fivetran have merged to create the defining open data infrastructure platform for the modern enterprise. We create the data infrastructure for AI agents you can trust. Together, we power the data pipelines, semantic layers, and transformation workflows that organisations rely on to run their businesses - and increasingly, to govern and scale their AI. We are at the centre of one of the most important shifts in enterprise technology: the move from fragmented, vendor-locked data stacks to open, portable, trustworthy infrastructure, critical for AI. Our platform is how the world's leading companies get AI into production. The Global Alliance Lead for Accenture is one of the most strategically important roles in our Ecosystem. You will own our most significant global system integrator relationship end-to-end - from C-suite engagement through to practitioner enablement and joint pipeline creation. You will be the architect of how Accenture and NewCo go to market together, ensuring our platform becomes embedded in Accenture's AI and data delivery practice globally. This is a senior individual contributor role reporting to the Global Head of GSI Relationships. You will orchestrate across sales, partner solution architecture, marketing, and partner operations - bringing the full weight of the organisation to bear on one of our highest-leverage commercial relationships.

Responsibilities

• 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, sour

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