Partner 22 Business Development Enterprise GTM Network Cloud ISV
Partner 22 Business Development Enterprise GTM Network Cloud ISV
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$ 317000 - 370000
1 Vacancy
Job Description
Founded in Silicon Valley in 2009 by Marc Andreessen and Ben Horowitz Andreessen Horowitz (aka a16z) is a venture capital firm that backs bold entrepreneurs building the future through technology. We are stage agnostic. We invest in seed to venture to growthstage technology companies across AI bio healthcare consumer crypto enterprise fintech games and companies building toward American dynamism. a16z has $45B in assets under management across multiple funds.
Weve established ateam that is defined by respect for the entrepreneur and the companybuilding process; we know what its like to be in the founders shoes. Weve 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 GotoMarket Network team accelerates timetomarket 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 gotomarket strategy across sales marketing strategic partnerships and business development. Through these efforts the team strives to support each portfolio company in its pursuit of productmarketfit commercialization at scale and development of new routes to market.
We are looking for an individual with a strong passion to join a16zs GTM Cloud engagement practice. In this role you will: 1 create and cultivate the firms 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 gotomarket 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 executivelevel 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 longterm 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 jointGTM motions with a winwin 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 teams strategy and tactics while partnering with the firm to drive 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 gotomarket functions 5 of which should be in strategic alliances growing businesses with cosell 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 longterm relationships with senior leadership including Clevels 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 crossfunctional collaboration skills executive presence problem solving and presentation skills
- Proven expertise to selfstart 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 $317000.00 $370000.00 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.
a16z culture
- We do only first class business and only in a first class way
- We take a long view of relationships because we are in the relationship business
- We believe in the future and bet the firm that way
- We are all different we recognize that and we win
- We celebrate the good times
- We do it for the team
- We play to win
At a16z we are always looking to hire the absolute best talent and recognize that diversity in our experiences and backgrounds is what makes us stronger. We hire candidates of any race color ancestry religion sex national origin sexual orientation gender identity age marital or family status disability Veteran status and any other status. These differences are what enables us to work towards the future we envision for ourselves our portfolio companies and the World.
Our organization participates in EVerify. Click here to learn about EVerify.
Andreessen Horowitz hereby reserves the right to make use of any unsolicited resumes received from outside recruiting agencies and / or individual recruiters without being responsible for payment of any fees asserted from the use of unsolicited resumes.
Employment Type
Full Time
