Cloud Alliance Manager

Summary

Join Pinecone as a Cloud Alliance Manager and play a pivotal role in driving revenue through cloud marketplaces and technology partners. Reporting to the VP of Partnerships, you will focus on strengthening relationships with cloud vendors like AWS, Azure, and GCP, ensuring Pinecone's position as the preferred vector database partner. Responsibilities include managing and executing alliance strategies, securing strategic integrations, and collaborating with cross-functional teams. This role requires extensive experience in partner-facing sales, hyperscaler partnerships, and high-growth startups. Success demands strong relationship-building, program management, and strategic planning skills. Pinecone offers a comprehensive benefits package, including health coverage, mental health resources, equity, 401(k), flexible time off, and paid parental leave.

Requirements

• Have 4+ years of experience in a partner or partner-facing sales role; carrying a quota
• Have Hyperscaler experience with AWS, Azure and/or GCP in a partnerships capacity
• Have experience executing on a technology partnership strategy
• Have worked for a successful high growth startup (series A, B or C)
• Have familiarity with the database / AI market
• Have experience developing, managing and deepening relationships with technology / Cloud partners, across Exec, Product, Sales, Marketing and other constituents
• Have experience developing and executing Enablement and Co-Sell campaigns with Cloud partners
• Have a proven ability to collaborate with sales organization to facilitate account mapping and field-level relationships
• Have a proven ability to collaborate with the cross-functional groups (marketing, ops, legal, finance) to influence, inform and execute the partnership strategy
• Have exceptional program management and operational skills, in driving a partnership
• Have strategy skills, in setting the OKRs and strategic GTM of a partnership
• Have an understanding of MEDDPPICC

Responsibilities

• Be responsible for the Co-Sell and all sales-related partner activities in sourcing and driving Pinecone revenue from and through Cloud Marketplaces and associated technology partners
• Strengthen relationships with one (or more) of the Cloud Marketplaces vendors (such as AWS, Azure and GCP), and ensure we are the preferred vector database partner, as measured by sourced referrals, co-sell deal registrations, and corresponding revenues driven from each
• Be responsible for the overall management and execution of the alliance strategy with the Hyperscaler
• Scope and secure strategic integrations with the Cloud Marketplace

Benefits

• Comprehensive health coverage including Medical, Dental, Vision
• Free mental health therapy sessions; free One Medical, Tela-doc, and Health Advocate subscriptions
• Cost-savings on gynecology, fertility, and family-building care
• Equity award
• 401(k)
• Flexible time off
• Paid parental leave
• Annual Department Retreat
• WFH Equipment Stipend