Senior Alliances Manager

Summary

Join Pinecone, a leading vector database company, as a Senior Alliances Manager to drive growth through strategic partnerships. This key role focuses on building and scaling alliances with cloud providers, technology platforms, and systems integrators. You will design and launch a global systems integrator program, manage relationships with cloud providers, drive co-selling efforts, and enable partners with training and support. Collaborate with product and engineering teams on integrations and work with marketing on GTM campaigns. Define success metrics and report on revenue, engagement, and pipeline health. Pinecone offers competitive compensation, equity, and strong benefits in a remote-first culture.

Requirements

• 5+ years of experience in business development, partner management, or alliances at an enterprise software, AI/ML, or cloud infrastructure company
• Demonstrated experience launching or scaling SI/consulting partner programs
• Experience partnering with cloud hyperscalers (AWS, GCP, Azure), including familiarity with their co-sell motions and marketplace ecosystems
• Excellent communication, project management, and cross-functional collaboration skills
• Ability to operate independently in a fast-paced, high-growth startup environment

Responsibilities

• SI Program Buildout: Design and launch Pinecone’s global systems integrator program—including partner recruitment, onboarding, enablement, solution co-development, and go-to-market activation
• Strategic Alliances: help manage and expand relationships with cloud providers (AWS, GCP, Azure), AI/ML ecosystem vendors, and key platform partners
• Field Co-Sell & Pipeline Development: Drive joint account planning and co-selling efforts with SI and cloud partner field teams to accelerate pipeline generation and revenue
• Partner Enablement: Equip partners with training, collateral, demos, and technical support to successfully position Pinecone in AI/ML solution stacks
• Joint Solutions & Integrations: Collaborate with Product and Engineering teams to identify and execute on key integration or packaged solution opportunities with partners
• GTM Campaigns: Coordinate with Marketing on partner events, co-branded campaigns, webinars, and case studies to increase Pinecone awareness and adoption via partners
• Metrics & Reporting: Define success metrics for alliance efforts and regularly report on sourced/influenced revenue, SI engagement, and partner pipeline health

Preferred Qualifications

• Knowledge of AI infrastructure—especially vector databases, LLMs, and model orchestration—is a strong plus
• Network of existing relationships in the SI, cloud, and GenAI ecosystems
• Experience building “better together” stories and integrated solutions with partners
• Previous experience at a developer-first, PLG or infrastructure-oriented startup

Benefits

• Competitive compensation, meaningful equity, and strong benefits in a remote-first culture
• Comprehensive health coverage, including medical, dental, vision, and mental health resources
• 401(k) Plan
• Equity award
• Flexible time off
• Paid parental leave
• Annual Company Retreat
• WFH Equipment Stipend