[All remote jobs](https://jobicy.com/jobs.md)[![Fivetran logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/3b8e4532-221-1.jpg)](https://jobicy.com/company/fivetran.md)[Fivetran](https://jobicy.com/company/fivetran.md) # Global Alliance Lead, Capgemini AI Summary This senior individual-contributor alliance role owns Fivetran and dbt Labs' global relationship with Capgemini. The position develops executive relationships, defines multi-year joint go-to-market strategy, enables partner practitioners, and drives co-sell pipeline. Success depends on influencing sales, marketing, solution architecture, and operations without direct authority. The role requires deep enterprise technology alliance experience, familiarity with the modern data stack, and credible C-suite communication. Global travel is expected to engage Capgemini leadership and delivery teams.[Apply for this job](#job-application)[View company](https://jobicy.com/company/fivetran.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 249,816–302k / yrDepartment[Business Development](https://jobicy.com/categories/business.md)EmploymentFull TimeExperienceDirectorPublished11 Nov 2026Apply before11 Dec 2026Listing views31Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. From [Fivetran](https://jobicy.com/company/fivetran.md)’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 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 — bringing the full weight of the organisation to bear on one of our highest-leverage commercial relationships. What You’ll Do Relationship strategy and executive engagement * Own the global GSI relationship at partner and C-suite level, building trusted relationships with Capgemini, 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. 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 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 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, 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 Pipeline and opportunity development * 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 Telemetry and performance * 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 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 — understanding how GSIs make decisions, build practices, and go to market * 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 GSI’s operating model and contacts within. * 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 and on track to primary Global Strategic Practice. * Material increase in GSI practitioner certifications and active platform deployments across Data & AI and Insights & Data practices * GSI-sourced pipeline contributing measurably to NewCo’s revenue * At least two joint go-to-market campaigns live in the market delivering pipeline — anchored to GSI’s agentic AI and trusted data agenda * First client-facing agentic value accelerators built on NewCo platform delivered with GSI — positioning NewCo as the trusted data infrastructure inside GSI’s AI delivery * A telemetry framework in place tracking alliance health and pipeline influence Why This Role This is a rare opportunity to own a marquee relationship at a defining moment for both companies. GSI’s are publicly committing to capturing the full value of the agentic AI revolution for customers — and the merged dbt + Fivetran platform is the trusted data infrastructure that makes AI production-ready. The person who builds this alliance well will sit at the intersection of the two most important forces in enterprise technology right now: the scale of a global systems integrator and the open infrastructure that makes AI trustworthy enough to deploy at scale. This position qualifies for Fivetran’s incentive plan, and it’s common for employees in this role to achieve the total on-target earnings. #LI-Remote OTE (On Target Earning) $249,816—$302,000 USD Perks and Benefits * 100% employer-paid medical insurance* * Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, including a year-end Global Week of Rest, 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](https://drive.google.com/drive/folders/1CdawUwjo1Q1B7ghZJ_owdmmHB8VtqhBu?usp=sharing) to learn more about Fivetran’s Benefits by Region. We’re honored to be [valued at over $5.6 billion](https://fivetran.com/blog/hvr-acquisition-series-d), but more importantly, we’re proud of our [core values of Get Stuck In, Do the Right Thing, and One Team, One Dream](https://fivetran.com/culture). Read about us in [Forbes](https://fivetran-com.s3.amazonaws.com/news/forbes-aug-sept-2022-digital-reprint-10-21-22.pdf). 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](https://www.youtube.com/watch?v=xlhtp4dGh8o) and enjoy our video. To learn more about our candidate privacy policy, you can [read our statement here](https://fivetran.com/candidate-privacy). 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](https://forms.gle/V7k3t4u9j523XkEt6). 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. Show more [Apply now >](https://jobicy.com/jobs/161243-global-alliance-lead-capgemini-2.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-stakes global alliance position requiring 15+ years of experience, executive influence, and ownership of a strategic GSI relationship. The role combines complex commercial strategy, technical positioning, partner enablement, and measurable pipeline accountability. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$275,908US market range (per year)$220k–$330k0$363.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses annualized on-target earnings of $249,816 to $302,000 USD; the yearly cadence is inferred from the compensation level and senior US-based role. The midpoint is $275,908. This OTE figure may include incentive compensation, so it should not be interpreted as base salary alone. Estimated US market compensation for a senior global strategic-alliance lead is approximately $220,000 to $330,000 per year. ## Core skills Skills and capabilities most closely associated with this opportunity. [Strategic alliances](https://jobicy.com/jobs?search_keywords=Strategic%20alliances.md)[Global system integrator management](https://jobicy.com/jobs?search_keywords=Global%20system%20integrator%20management.md)[Executive stakeholder engagement](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20engagement.md)[Partner enablement](https://jobicy.com/jobs?search_keywords=Partner%20enablement.md)[Co-selling](https://jobicy.com/jobs?search_keywords=Co-selling.md)[Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Go-to-market strategy](https://jobicy.com/jobs?search_keywords=Go-to-market%20strategy.md)[Pipeline development](https://jobicy.com/jobs?search_keywords=Pipeline%20development.md)[Modern data stack](https://jobicy.com/jobs?search_keywords=Modern%20data%20stack.md)[Data governance](https://jobicy.com/jobs?search_keywords=Data%20governance.md)[AI strategy](https://jobicy.com/jobs?search_keywords=AI%20strategy.md)[Cross-functional leadership](https://jobicy.com/jobs?search_keywords=Cross-functional%20leadership.md)[Commercial negotiation](https://jobicy.com/jobs?search_keywords=Commercial%20negotiation.md)[Partner operations](https://jobicy.com/jobs?search_keywords=Partner%20operations.md) Sample interview questionsHow would you build a multi-year global alliance strategy with Capgemini?I would begin with joint executive discovery to align on Capgemini's strategic priorities, target industries, AI offerings, and data-platform gaps. I would translate that insight into shared objectives, priority use cases, enablement plans, account coverage, governance, and measurable pipeline targets. The strategy would include quarterly executive reviews and clear owners for each workstream. How would you drive practitioner adoption of the dbt and Fivetran platform within a GSI? I would segment practitioners by role, practice, and maturity, then provide role-specific certifications, reference architectures, use-case playbooks, and delivery assets. I would recruit internal partner champions and connect enablement to live customer opportunities so that training produces practical adoption. Adoption metrics would include certifications, active deployments, proposal inclusion, and practitioner-sourced opportunities. Describe how you would identify and qualify a joint pipeline opportunity. I would look for accounts where data fragmentation, slow AI productionization, governance challenges, or complex modernization programs create a clear business problem. Qualification would cover executive sponsorship, partner account alignment, technical fit, measurable value, budget, timeline, and a mutually agreed sales motion. I would document next steps and ownership in a shared pipeline review process. How would you influence sales, marketing, and technical teams without direct authority? I would create alignment around shared outcomes, make priorities and decisions visible, and provide each team with a practical role in the alliance plan. Consistent communication, evidence-based reporting, and early escalation of blockers are essential. I would also use joint customer wins and partner feedback to sustain internal momentum. How would you measure the health of a strategic GSI relationship? I would use a balanced scorecard covering executive engagement, practitioner certifications, solution readiness, joint campaigns, sourced and influenced pipeline, win rates, deployments, and revenue contribution. I would combine these lagging indicators with leading signals such as partner participation, account mapping coverage, and proposal activity. Regular reviews would identify risks early and drive corrective actions. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. * ![MaintainX logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/08/f0177662-221.png) MaintainX Nov 11 New ### [Head of Channel, EMEA](https://jobicy.com/jobs/161262-head-of-channel-emea.md) MaintainX is a leading mobile-first work execution platform for industrial and frontline teams. 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