**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.
About the role:
We’re looking for a Partner Solutions Architect to join the Field Engineering team and help scale dbt’s partner go-to-market motion across Japan.
This role is focused on building technical and commercial momentum with both consulting and technology partners. You will work closely with Partner Development Managers to drive partner capability, field alignment, and pipeline across strategic SI and consulting partners as well as key technology partners such as Snowflake, Databricks, and Google Cloud. Internally, this role sits at the intersection of Field Engineering, Partnerships, Sales, Product, and Partner Marketing.
This is not a purely reactive enablement role. The Partner SA is expected to help shape and execute repeatable partner plays that create revenue. That includes enabling partner sellers and architects, supporting account mapping and seller-to-seller engagement, helping define joint value propositions, supporting partner-led pipeline generation, and influencing product and field strategy based on what is learned in-market. Internal operating docs show this motion consistently includes enablement sessions, QBR sponsorships, account planning, workshops, field events, and targeted campaigns designed to produce sourced and influenced pipeline.
You’ll be part of a team helping dbt scale its ecosystem through better partner capability, tighter field alignment, and more repeatable pipeline generation. The role is especially important as dbt continues investing in structured partner motions and deeper engagement with major cloud and data platform partners.
What you'll do:
- Partner closely with Partner Development Managers to execute joint GTM plans across technology and SI/consulting partners.
- Build trusted technical relationships with partner architects, sellers, and practice leaders
- Run partner enablement sessions, workshops, office hours, and hands-on technical trainings to improve partner capability and field readiness
- Support account mapping and seller-to-seller alignment between dbt and partner field teams to uncover and accelerate pipeline
- Help create and refine repeatable sales plays across themes like core-to-cloud migration, modernization, AI-ready data foundations, marketplace, semantic layer, and partner platform adoption
- Support partner-led and tri-party pipeline generation efforts including QBRs, innovation days, lunch-and-learns, hands-on labs, and local field events
- Equip partner teams with the technical messaging, demo narratives, architectures, and customer use cases needed to position dbt effectively
- Collaborate with dbt Account Executives, Sales Engineers, and regional sales leadership to drive co-sell execution in target accounts
- Act as a technical bridge between partners and dbt Product / Engineering by surfacing integration gaps, field feedback, competitive insights, and roadmap opportunities
- Serve as an internal subject matter expert on dbt’s major technology partner ecosystem, especially Snowflake, Databricks, and Google Cloud
- Contribute to the scale motion by helping build collateral, playbooks, enablement assets, and best practices that raise the bar across the broader Partner SA function
- Travel approximately 30-40% to support partner planning, enablement, executive meetings, and field events across Japan
This scope reflects how the Partner SA team is already operating: enabling partner field teams, building account-level alignment, supporting QBRs and regional events, and translating those activities into sourced and engaged pipeline.
What you'll need:
- 5+ years of experience in solutions architecture, sales engineering, consulting, partner engineering, or another customer-facing technical role in data and analytics
- Strong hands-on background in SQL, data modeling, analytics engineering, and modern data platforms
- Ability to clearly explain modern data stack architectures and how dbt fits across warehouses, lakehouses, semantic layers, and AI-oriented workflows
- Experience translating technical capabilities into clear business value for both technical and non-technical audiences
- Comfort operating in highly cross-functional environments across Sales, Partnerships, Product, and Marketing
- Strong presentation, workshop, and facilitation skills, including external enablement and customer-facing sessions
- Proven ability to drive outcomes in ambiguous, fast-moving environments with multiple stakeholders
- Experience supporting complex enterprise buying motions, proof-of-value work, or partner-influenced sales cycles
- Strong written communication skills for building collateral, technical narratives, and partner-facing content
- A collaborative mindset and a desire to help scale best practices across a growing team
What will make you stand out:
- Experience working directly in partner, alliance, or ecosystem roles
- Experience with Snowflake, Databricks, BigQuery / Google Cloud, AWS, or Microsoft Fabric in a GTM or solutions context
- Experience enabling systems integrators, consulting firms, or technology partner field teams
- Familiarity with cloud marketplace motions, co-sell programs, and partner-sourced pipeline generation
- Prior experience with dbt, analytics engineering workflows, or adjacent tooling in transformation, orchestration, governance, or metadata
- Strong instincts for identifying repeatable plays that connect enablement activity to measurable pipeline outcomes
- Ability to influence both strategy and execution, from partner messaging and field enablement to product feedback and GTM refinement
- A track record of building credibility quickly with partner sellers, partner architects, and internal field teams
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
- Demo Round
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dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.
Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page.
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. RSUs or comparable benefits may be offered depending on the legal or country limitations.
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