Global Alliance Lead, Microsoft

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. About Us 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. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions. 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. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. 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 Microsoft 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 Microsoft and dbt/Fivetran go to market together, ensuring our platform becomes the trusted data foundation inside Microsoft. This is a senior individual contributor role reporting to the Global Head of Cloud Service Providers. You will orchestrate across sales, marketing, operations, product management, partner solution architecture, and finance - bringing the full weight of the organization to bear on one of our highest-leverage commercial relationships. What You'll Do Relationship strategy and executive engagement 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 Product integration and platform alignment 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 Enablement and go-to-market 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 Pipeline and commercial execution 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 Operating model and internal leadership 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 What You'll Bring 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 What Success Looks Like in Year One A structured global operating model is in place - business plan, named stakeholders, regular cadence with Microsoft, and internal business review rigor Microsoft becomes a scaled co-sell channel: defined account targeting, consistent co-sell plays, and field teams on both sides who know when and how to bring dbt in Microsoft field enablement is running - SE enablement, hands-on labs, and a field education engine that works globally, not just on paper Key product milestones are advancing with a clear "dbt/Fivetran on Microsoft" story Commercial targets are on track: Microsoft-sourced and engaged revenue, marketplace TCV, and Azure consumption are showing up on the board The alliance has earned internal credibility: this person is the trusted owner of Microsoft strategy, deal motion, and escalation across sales, marketing, product, and technical teams Why This Role Microsoft is one of dbt Labs' most strategic partnerships - and it's at an inflection point. We're deeply embedded in Microsoft's fastest-growing data platform narrative, with integrations across Fabric, Azure, and an expanding presence on Azure Marketplace. The commercial momentum is real, the product alignment is strong, and the go-to-market motion is just getting started. The person who owns this alliance won't be managing a steady-state relationship. They'll be building a true co-sell engine alongside Microsoft's field teams, shaping how dbt fits into the Fabric ecosystem, and partnering cross-functionally to turn a high-potential alliance into a repeatable growth driver. The whitespace is significant, the executive interest on both sides is there, and the opportunity to become genuinely strategic to one of the world's largest technology companies is in front of us. If you've built partnerships at scale inside complex enterprise ecosystems - and you know what it takes to make a co-sell motion actually move - this is a rare chance to do that work at the center of where enterprise data is heading. The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process. Pay Range $146,464—$183,080 USD OTE (On Target Earning) $239,000—$290,000 USD Perks and Benefits 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. *May vary by country and worker type - please reach out to your recruiter for more information Click here to learn more about Fivetran's Benefits by Region. We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes. Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities. To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video. To learn more about our candidate privacy policy, you can read our statement here. We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.