Cloud Alliance Manager

About Pinecone

Pinecone is on a mission to build the search and database technology to power AI applications for the next decade and beyond. Our fully managed vector database makes it easy to add vector search to AI applications. Since creating the “vector database” category, demand has grown incredibly fast and it shows in our user base. We are a distributed team with clusters in New York, San Francisco, Tel-Aviv, and Manchester.

About the Role

As a Cloud Alliance Manager, you will report to the VP of Partnerships at Pinecone, and responsible for managing key alliances with major cloud providers. You will drive joint go-to-market and co-build initiatives, host targeted events for specific industries, and have a large focus on co-selling efforts to promote Pinecone’s solutions. Your role will involve working cross-functionally with the AWS, GCP, and Azure partner teams and Pinecone teams to develop and execute strategic plans that drive growth, customer adoption, and partnership success.

Key Responsibilities

• Drive and grow co-sell activities with AWS, GCP, and Azure to generate pipeline and accelerate revenue growth.

• Collaborate with cloud providers’ sales and technical teams to align joint sales motions and close strategic opportunities.

• Develop and execute go-to-market plans, including joint events, webinars, campaigns, and enablement resources.

• Identify and leverage opportunities within each cloud marketplace to drive Pinecone’s adoption and visibility.

• Work with Product and Engineering to build and maintain integrations, connectors, and compatibility with each hyperscaler.

• Foster executive relationships and support long-term collaboration.

• Provide ongoing partnership metrics, insights, and progress updates to internal stakeholders and SLT.

• Lead the development of a “better together” story with Cloud partners that showcases Pinecone’s unique tool-agnostic positioning, providing maximum flexibility for customers across various industries.

Required Qualifications

• 5-7 years of experience in SaaS working with cloud providers in a sales, business development, or partnership capacity.

• Proven experience building and managing alliances with cloud providers (with an emphasis on co-sell), ideally with extensive exposure to AWS where Pinecone is a top marketplace listing.

• Business acumen with a strong understanding of the cloud and AI industry landscapes and proven track record of executing effective co-sell campaigns. 

• Strong relationship management skills, with the ability to build and maintain partnerships with both internal and external stakeholders.

• Strategic thinker with the ability to develop a long-term vision for partnerships and execute go-to-market plans effectively.

• Exceptional written and verbal communication skills, able to effectively communicate the value of partnerships to a range of stakeholders.

Preferred Qualifications

• Experience with data workload transformation, AI, and vector database technology.

• Familiarity with AWS partner programs, sales organization, and cross-functional engagement within cloud ecosystems.

• Technical acumen to understand integration requirements and product solutions that drive joint value with cloud providers.

Perks and 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

Diversity, Equity, Inclusion and Belonging (DEIB) are the cornerstone of everything we do at Pinecone. Studies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every one of the qualifications in a job description. Our top priority is finding the best candidate for the job and if you are interested in the position, we would encourage you to apply, even if you don’t believe you meet every one of the qualifications listed in this posting. All qualified applicants will receive considerations for employment without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status under federal, state, or local anti-discrimination laws.