Global Alliance Lead, Capgemini

Location: Remote, California, United States

Salary: $174,868–$212,000 USD; OTE range: $249,816–$302,000 USD

Company

Fivetran and dbt Labs are combining data movement and analytics engineering products to provide trusted data infrastructure for analytics, AI, and business decision-making.

What you will do

• Own the global Capgemini relationship from executive engagement through practitioner enablement and joint pipeline creation.
• Define and execute a multi-year strategy positioning dbt and Fivetran as the open data infrastructure layer for Capgemini’s enterprise AI and agentic workflow delivery.
• Drive platform adoption across Capgemini delivery teams, practices, standard architectures, RFP responses, and client proposals.
• Design certifications, reference architectures, use-case playbooks, delivery assets, and joint go-to-market campaigns.
• Source and develop opportunities through co-selling with Capgemini account teams and maintain alliance pipeline telemetry.
• Report on alliance health, practitioner engagement, deployments, pipeline contribution, and joint wins while mobilizing internal resources to address risks.

Requirements

• 15+ years of experience in strategic alliances, enterprise sales, or partner management within data, cloud, or enterprise software.
• Experience managing complex global relationships with major consulting firms or global system integrators.
• Strong understanding of the modern data stack and open data infrastructure; dbt, Fivetran, or equivalent experience is strongly preferred.
• Ability to engage credibly with C-suite and partner-level stakeholders and understand how global consulting organizations build practices and go to market.
• Strong commercial, communication, storytelling, and cross-functional influencing skills.
• Willingness to travel globally to engage Capgemini leadership and teams across regions.

Nice to have

• Familiarity with AI, agentic workflows, and data governance.
• Strong knowledge of Capgemini’s operating model and relevant contacts.

Culture & Benefits

• Remote work arrangement in California.
• Employer-paid medical insurance, subject to country and worker type.
• Paid vacation or flexible/unlimited vacation depending on role and country, paid sick time, parental leave, holidays, and volunteer days.
• RSU stock grants, professional development, and training opportunities.
• Mental health support, monthly cell phone stipend, and team-building activities.