Partner 22, Business Development, Enterprise, GTM Network (Cloud & ISV)

We’ve established a team that is defined by respect for the entrepreneur and the company-building process; we know what it’s like to be in the founder’s shoes. We’ve invested in companies like Anduril, Databricks, dbt Labs, Figma, Fivetran, GitHub, Material Security, Okta, Orbit, Starburst, and Navan. Our team is at the forefront of new technology, helping founders and their companies impact and change the world.

The Role

The Go-to-Market Network team accelerates time-to-market for the entire a16z portfolio. The group builds commercial and strategic partnership opportunities for the portfolio with its network of Fortune 500 and Global 2000 executives. Additionally, the team advises portfolio teams on their go-to-market strategy across sales, marketing, strategic partnerships and business development. Through these efforts, the team strives to support each portfolio company in its pursuit of product-market-fit, commercialization at scale and development of new routes to market.

We are looking for an individual with a strong passion to join a16z’s GTM Cloud engagement practice. In this role you will: (1) create and cultivate the firm’s network of executives across the major Cloud providers (2) collaborate and build a programmatic and scaled approach to Cloud partnerships, including preferred offerings, workshops, playbooks and bespoke go-to-market motions; and (3) counsel our portfolio companies on their cloud engagements.

This role demands deep subject matter expertise in developing strategic commercial partnerships with cloud providers, including a deep understanding of infrastructure usage, software development, data, and AI, with a strong ability to build long lasting firm relationships.

This role will be located in Menlo Park or San Francisco, CA.

To join our team, you should be excited to:For the network

• Cultivate preferred relationships with a network of executive stakeholders and decision makers at cloud providers; deeply understand their businesses and product lines, and connect them with portfolio companies to drive mutual business success
• Participate with leadership in quarterly Cloud executive-level strategic engagement with key internal stakeholders, including development of mutually beneficial goals and metrics
• Collaborate on defining and obtaining unique incentives from the cloud providers; structure, operationalizing and scaling programs that benefit a16z portfolio companies

For the portfolio

• Develop long-term relationships with a16z portfolio companies, understand their businesses and products, and facilitate meaningful discussions and collaboration with cloud executives through introductions, meetings, corporate briefings, events, and conferences
• Provide expert guidance and examples on best practices of building strategic alliances, tech partnerships and joint-GTM motions with a win-win mindset, including developing business plans, mutually beneficial goals, metrics and incentives to drive key GTM outcomes and optimizing cloud spend
• Build comprehensive and actionable playbooks and assets of best practices for portfolio companies to work with the clouds

For the firm

• Contribute to the development of a16z Cloud team’s strategy and tactics while partnering with the firm to drive execution of unique cloud programs
• Partner with our investing teams to align our portfolio companies to Cloud providers product lines, while learning and sharing back key market insights and dynamics

Minimum Qualifications

• 10+ years overall experience in high tech go-to-market functions, 5+ of which should be in strategic alliances, growing businesses with co-sell motions, and closing deals with top cloud providers and large tech companies at a high growth startup. In addition, experience working at a cloud provider is preferred
• Must have expert knowledge of the complexities of the top cloud providers, including their product lines, cloud contract negotiations, marketplaces, ecosystem partner programs, sales motions and partner based selling
• Have established contacts and relationships with key executives, product and service line leads, alliance managers and field organization executives at more than one cloud provider (AWS, Azure and Google Cloud)
• Proven track record of achieving / exceeding partnership goals, including driving product integrations, negotiating and closing complex alliance and cloud consumption agreements, building pipeline from alliances, and developing long-term relationships with  senior leadership including C-levels at Cloud providers
• Skilful at navigating a complex external organization, including influencing and problem solving at the executive level
• Must have technical aptitude and bring energy, curiosity and a passion for learning new and exciting disruptive technologies, uncovering their applicability and adjacency with cloud providers and large tech companies 
• Outstanding ability to inspire others and persuasively communicate ideas, with strong interpersonal and cross-functional collaboration skills, executive presence, problem solving, and presentation skills
• Proven expertise to self-start, operate autonomously, manage multiple priorities, independently contribute, deal with ambiguity, and execute consistently in a dynamic environment
• Curious learner, with low ego, high empathy, and a growth mindset, with the capacity to collaborate effectively in a fast paced and dynamic environment with diverse internal and external teams
• Analytical thinker with a strong aptitude to seek and understand data, leverage data to develop and execute strategic and tactical plans, and a high attention to detail
• Low ego, high empathy, and the capacity to collaborate effectively with diverse teams

The anticipated salary range for this role is between $317,000.00 - $370,000.00, actual starting pay may vary based on a range of factors which can include experience, skills, and scope.

This role is eligible to participate in the a16z carry program and various discretionary bonus programs as well as benefit and perquisite plans including health, dental, vision, disability, life insurance, 401K plan, vacation, and sick leave.