Global Alliance Lead, Microsoft

About Us  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 . 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 center 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. 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