Partner , Business Development, Enterprise, GTM Network; Cloud & ISV

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 growth-stage 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.

We’ve established ateam 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, Git Hub, 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 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.

• 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

• 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

• 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

• 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…