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.

You will be part of a world-class team from companies like Amazon, Google, Microsoft, Databricks, and Splunk. The company emerged from stealth in January 2021 with $10M in seed funding — led by the same legendary investor as Snowflake — followed by $28M in Series A funding announced in March 2022 and $100M in Series B funding in April 2023.

About the Role

This Cloud Alliance Manager will report to the VP of Partnerships and is 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.     

Your  focus will be to 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. 

Additionally, this person will be responsible for the overall management and execution of the alliance strategy with the Hyperscaler. Such activities will include scoping and securing strategic integrations with the Cloud Marketplace.

Requirements

• 4+ years of experience in a partner or partner-facing sales role; carrying a quota  

• Hyperscaler  experience with AWS, Azure and/or GCP in a partnerships capacity

• Has experience executing on a technology partnership strategy

• Worked for a successful high growth startup (series A, B or C)

To succeed in this role, you should have:

• Familiarity with the database / AI market 

• Experience developing, managing and deepening relationships with technology / Cloud partners, across Exec, Product, Sales, Marketing and other constituents.

• Experience developing and executing Enablement and Co-Sell campaigns with Cloud partners

• Proven ability to collaborate with sales organization to facilitate account mapping and field-level relationships

• Proven ability to collaborate with the cross-functional groups (marketing, ops, legal, finance) to influence, inform and execute the partnership strategy

• Exceptional program management and operational skills, in driving a partnership

• Strategy skills, in setting the OKRs and strategic GTM of a partnership

• Understanding of MEDDPPICC

Perks & 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.