Global Alliance Lead

Fivetran

Global Alliance Lead for Microsoft managing partnerships and go-to-market strategies. Building trusted relationships and executing joint strategies for analytics engineering and transformations.

Posted 6/30/2026full-timeRemote • Colorado • 🇺🇸 United StatesSenior💰 $239,000 - $290,000 per yearWebsite

Tech Stack

Tools & technologies

AzureCloud

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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.

Benefits

Comp & perks

Unlimited vacation time with a culture that actively encourages time off
401k plan with 3% guaranteed company contribution
Comprehensive healthcare coverage
Generous paid parental leave
Flexible stipends for:
Health & Wellness
Home Office Setup
Cell Phone & Internet
Learning & Development
Office Space
100% employer-paid medical insurance
Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
RSU stock grants
Professional development and training opportunities
Company virtual happy hours, free food, and fun team-building activities
Monthly cell phone stipend
Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Data TransformationAnalytics EngineeringCloud Service Provider (CSP) KnowledgeOpen Data InfrastructurePipeline DevelopmentMarketplace ExecutionBusiness Strategy DevelopmentRevenue TrackingCo-Sell Playbook ManagementField Enablement

Soft Skills

Relationship BuildingStorytellingInfluencing Without AuthorityCommercial InstinctsGlobal Engagement