Fivetran: Global Alliance Lead, Capgemini
Headquarters: Remote, Colorado, United States, AMER
About Fivetran
From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on.
As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
About the Role
The Global Alliance Lead is one of the most strategically important roles in our Ecosystem. You will own our relationship with one of the world's leading technology and transformation partners end-to-end — from C-suite engagement through to practitioner enablement and joint pipeline creation. You will be the architect of how the GSI and NewCo go to market together, ensuring our platform becomes the trusted data foundation inside the GSI’s agentic AI 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.
What You'll Do
Relationship strategy and executive engagement
- Own the global GSI relationship at partner and C-suite level, building trusted relationships with Client, practice and delivery team leads.
- Define and execute a multi-year joint strategy that positions dbt + Fivetran as the default open data infrastructure layer within the GSI’s enterprise AI and agentic workflow delivery.
- Represent NewCo at GSI’s internal forums, client briefings, and industry events.
Platform integration and practitioner adoption
- Drive adoption of the dbt + Fivetran platform within GSI delivery teams — ensuring practitioners, solution architects and practice leads are certified, confident, and actively recommending the platform.
- Work with GSI'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 GSI practitioners globally — certifications, reference architectures, use case playbooks, and joint delivery assets.
- Partner with GSI's marketing and alliances teams to develop joint go-to-market campaigns anchored to open data infrastructure and trusted AI delivery.
- Support GSI in building and positioning client-facing agentic AI value accelerators.
Pipeline and opportunity development
- Source and develop new pipeline opportunities through the GSI relationship.
- Drive co-sell motions alongside GSI account teams.
- Maintain a rigorous view of GSI-engaged pipeline — tracking opportunity sourcing, progression, and closed business.
Telemetry and performance
- Define and track the signals that indicate a healthy, high-performing GSI relationship.
- 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 Will Bring
- 15+ 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.
- 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.
- Exceptional communication and storytelling skills.
- Familiarity with AI, agentic workflows, and the data governance landscape is a strong advantage.
- Willingness to travel globally to engage GSI leadership and teams across regions.
What Success Looks Like in Year One
- A clearly defined joint strategy with GSI signed off at partner Executive level.
- Material increase in GSI practitioner certifications and active platform deployments.
- GSI-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 GSI.
- A telemetry framework in place tracking alliance health and pipeline influence.
Compensation
- Denver Pay Range: $165,739 – $196,000 USD
- OTE (On Target Earning): $236,774 – $280,000 USD
Perks and Benefits
- 100% employer-paid medical insurance*
- Generous paid time away from work, including paid vacation, sick time, parental leave, holidays, a year-end Global Week of Rest, and volunteer days.
- RSU stock grants*
- Professional development and training opportunities
- Company virtual happy hours, free food, and team-building activities
- Monthly cell phone stipend
- Access to an innovative mental health support platform
*May vary by country and worker type. Click here to learn more about Fivetran's Benefits by Region.
Additional Information
To apply: Click here to apply via We Work Remotely