Global Alliances Leader: GSI & Open Data Partnerships

Fivetran; Sacramento (CA); On-site; USD 172,000 - 215,000; Full time

Benefits offered by this job

100% employer-paid medical insurance

RSU stock grants

Professional development

Job summary

Fivetran is seeking a Global Alliance Lead to own strategic GSI partnerships end-to-end. You’ll drive executive engagement, craft multi-year joint go-to-market strategies, and ensure platform adoption across delivery teams.

This role shapes how NewCo’s data infrastructure becomes foundational in enterprise AI delivery and trusted data workflows. You will collaborate with sales, marketing, and product teams, travel globally, and build a scalable enablement program for partners.

Qualifications

• 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, 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 - 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 GSI's operating model and contacts within.
• Willingness to travel globally to engage GSI leadership and teams across regions

Responsibilities

• 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 - articulating a compelling narrative around open data infrastructure and its relevance to the GSI’s strategy.
• 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 in client engagements
• Work with GSI's practice leadership to embed NewCo's platform into their business groups, standard delivery architectures, RFP responses and client proposals - with particular focus on GSI's Data & AI practices
• 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, trusted AI delivery, and closing the gap between AI POC and production
• Support GSI in building and positioning client-facing agentic AI value accelerators - with NewCo platform as the foundational data layer - the "NewCo inside" model
• Source and develop new pipeline opportunities through the GSI relationship - identifying client situations where open data infrastructure creates measurable value.
• Drive co-sell motions alongside GSI account teams, ensuring NewCo is present and influential at the point of client opportunity
• Maintain a rigorous view of GSI-engaged pipeline - tracking opportunity sourcing, progression, and closed business attributed to the alliance
• Define and track the signals that indicate a healthy, high-performing GSI relationship: certifications, sourced opportunities, platform deployments, practitioner engagement, and joint wins
• 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

Skills

Strategic alliances

Enterprise sales

Partner management

C-suite engagement

Data stack knowledge

Job description

Fivetran is seeking a Global Alliance Lead to own strategic GSI partnerships end-to-end. You’ll drive executive engagement, craft multi-year joint go-to-market strategies, and ensure platform adoption across delivery teams.

This role shapes how NewCo’s data infrastructure becomes foundational in enterprise AI delivery and trusted data workflows. You will collaborate with sales, marketing, and product teams, travel globally, and build a scalable enablement program for partners.