Global AWS Cloud Alliance Manager @ dbt Labs

About Us

Since 2016, dbt Labs has been on a mission to help analysts create and disseminate organizational knowledge. dbt Labs pioneered the practice of analytics engineering, built the primary tool in the analytics engineering toolbox, and has been fortunate enough to see a fantastic community coalesce to help push the boundaries of the analytics engineering workflow. Today there are 30,000 companies using dbt every week, 100,000 dbt Community members, and over 4,100 dbt Cloud customers. You can learn more about our values here.

About the role:

dbt Labs is expanding its partnerships team and we are looking for a dedicated alliance manager to grow our global relationship with AWS. This person will take ownership of and oversee a series of strategic programs in collaboration with AWS, establishing clear and quantifiable targets and goals. This includes defining development priorities, enabling co-sell and co-marketing opportunities, and working with our regional partner, marketing, and sales leaders to develop plans to build our business with AWS.

In this role, you can expect to:

Lead the development and execution of our annual business plan with AWS, and work closely with our AWS PDM and other contacts to develop and lead the implementation of a set of co-build, co-sell, and co-market work streams.
Cultivate deep relationships with key stakeholders both internally at dbt Labs and at AWS, fostering seamless communication and collaboration.
Identify and pursue co-selling opportunities, including “power of three” opportunities with SIs and other ISVs.
Be an internal subject matter expert for our teams on everything AWS, across teams in North America, EMEA, and APJ.
Work with our internal teams to develop and implement plans to strategically leverage AWS credit funding.
Champion the development and implementation of technology integrations between dbt Labs and AWS to deliver best-in-class solutions for customers.
Develop and track key performance indicators to measure the success of the alliance and identify areas for continuous improvement.
Leverage key AWS programs to support our joint customers, especially those buying on the AWS marketplace.
Enable our sales team to co-sell with their counterparts at AWS.

You are a good fit if you have:

10+ years of experience in partner management, business development, partner channel sales or a strategic sales role, with 5+ years of experience working directly with AWS.
Deep understanding of AWS services and solutions
Strong business development skills with a track record of driving revenue growth
Excellent relationship-building and communication skills
Ability to think strategically and execute methodically
Strong project management skills with the ability to handle multiple initiatives simultaneously
Proven track record of developing strategies for successful pipeline development and sales achievement

Compensation & Benefits:

Competitive Salary
Equity Stake*
Benefits - dbt Labs offers:
- - Unlimited vacation (and yes we use it!)
  - Pension Coverage
  - Excellent healthcare
  - Paid Parental Leave
  - Wellness stipend
  - Home office stipend, and more!

*Equity or comparable benefits may be offered depending on the legal limitations

What to expect in the interview process (all video interviews unless accommodations are needed):

Interview with Talent Acquisition Partner
Interview with Hiring Manager
Team Interviews with Stakeholders

#LI-LA1 #LI-Remote

Who we are

At dbt Labs, we have developed strong opinions on how companies should practice analytics.

Specifically, we believe that:

Code-based transformations offer unmatched flexibility and transparency across various “multi-player” development to power everyone in the organization to collaborate on a common language
Data analysts should adopt similar practices and tools to software developers
Critical analytics infrastructure should be controlled by its users as open source software
Analytic code itself — not just analytics tools — will increasingly be open source

It turns out that a lot of other people believe this too! Today, there are 30,000 companies using dbt every week, 100,000 dbt Community members, and 4,100 companies paying for dbt Cloud. Our customers include JetBlue, Hubspot, Vodafone New Zealand, and Dunelm. dbt is synonymous with the practice of analytics engineering, defining an entire industry. We’re backed by top investors including Andreessen Horowitz, Sequoia Capital, and Altimeter.

dbt Labs is an equal opportunity employer. We’re committed to building an inclusive team that welcomes a diversity of perspectives, people, and backgrounds regardless of race, color, national origin, gender, sexual orientation, age, religion, disability, citizenship, veteran status, or any other protected status. We feel strongly that whether or not your experience exactly fits the job description, your passion and skills will stand out and set you apart even if your career has taken some twists and turns. If you are on the fence about whether you meet our requirements, we encourage you to apply anyway! Please reach out to us directly at recruiting@dbtlabs.com if you need assistance or an accommodation.

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page here.

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. Equity or comparable benefits may be offered depending on the legal or country limitations.

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Global AWS Cloud Alliance Manager

dbt Labs

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