Tom Pinckney

About

Enterprise software / SaaS business development professional. Experienced building customer, partner, and channel relationships and teams. Launched multiple partner programs. Highly experienced in hyper-growth environments. Exits include Coverity (Synopsys Feb 2014), Cloudera (IPO April 2017), and Segment (Twilio Nov 2020).

Experience

• Head of Partnerships / Business Development at Sourcegraph
  Jun 2022 - Present · 4 yrs 1 mo

  Sourcegraph accelerates how software gets built, helping developers search, understand, and write code in complex codebases with AI. Built and manage the Sourcegraph ecosystem from a cold start, with no previous investment in partners. Developed partnerships with cloud providers, ISV's, and channel partners globally.

• Vice President, Global Channel Sales at Alation
  Mar 2020 - May 2022 · 2 yrs 3 mos

  Recruited to build worldwide channel program, team, and relationships. Managed regional SI's and consultancies, GSI's, and resale partners, as well as selected ISV alliances.

• Head of Partnerships / Business Development at Segment
  Jul 2018 - Mar 2020 · 1 yr 9 mos

  Managed Segment’s global business development team with responsibility for our worldwide partner ecosystem, including both Channel and Technology Partners. Launched Segment Select partner program. Aligned critical ISV partners to compete with larger "suite" offerings. Developed sophisticated channel program. Drove meaningful commitments from AWS and major technology partners.

• Cloudera (6 yrs 2 mos)
  • Sr. Director, Partner Sales + Acting Head of Business Development (12/16-7/17)
    Sep 2015 - Jul 2018 · 2 yrs 11 mos

    Managed Cloudera’s platform partner sales team with responsibility for Cloudera’s platform and resale partners. Served as Cloudera’s acting head of business development with responsibility for Platform Partner Sales, Field Partner Sales, ISV, GSI / SI, and OEM teams from December 2016 through July 2017.

  • Sr. Director, Strategic Alliances
    Apr 2014 - Aug 2015 · 1 yr 5 mos

    Promoted to manage all aspects of Cloudera’s strategic alliance with the Intel Corporation, which was a significant strategic investor and business partner.

  • Director Global Partner Sales
    Jun 2012 - Mar 2014 · 1 yr 10 mos

    Developed and managed key platform re-sale partner relationships.

• Coverity (4 yrs 8 mos)
  • Regional Director, Western Region
    Oct 2008 - Jun 2012 · 3 yrs 9 mos

    Promoted after 11 months to manage western half of North American territory. Managed team of 5-7 Account Executives with dotted-line responsibility for Inside Sales and Sales Engineering.

  • Director of Inside Sales
    Nov 2007 - Sep 2008 · 11 mos

    Built and managed worldwide inside sales function, including lead generation, account management, and SMB sales groups.