Business Development Manager – Alliances
| Company | Pinecone |
|---|---|
| Location | San Francisco, CA, USA, New York, NY, USA |
| Salary | $160000 – $225000 |
| Type | Full-Time |
| Degrees | |
| Experience Level | Senior |
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.
- Knowledge of AI infrastructure—especially vector databases, LLMs, and model orchestration—is a strong plus.
- Excellent communication, project management, and cross-functional collaboration skills.
- Ability to operate independently in a fast-paced, high-growth startup environment.
Responsibilities
- Design and launch Pinecone’s global systems integrator program—including partner recruitment, onboarding, enablement, solution co-development, and go-to-market activation.
- Help manage and expand relationships with cloud providers (AWS, GCP, Azure), AI/ML ecosystem vendors, and key platform partners.
- Drive joint account planning and co-selling efforts with SI and cloud partner field teams to accelerate pipeline generation and revenue.
- Equip partners with training, collateral, demos, and technical support to successfully position Pinecone in AI/ML solution stacks.
- Collaborate with Product and Engineering teams to identify and execute on key integration or packaged solution opportunities with partners.
- Coordinate with Marketing on partner events, co-branded campaigns, webinars, and case studies to increase Pinecone awareness and adoption via partners.
- Define success metrics for alliance efforts and regularly report on sourced/influenced revenue, SI engagement, and partner pipeline health.
Preferred Qualifications
- 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.