Partner 18, GTM Cloud Business Development Programs

Founded in Silicon Valley in 2009 by Marc Andreessen and Ben Horowitz, Andreessen Horowitz (aka a16z) is a venture capital firm that backs bold entrepreneursbuilding 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 $46B in assets under management across multiple funds.

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 Affirm, Airbnb, Coinbase, Databricks, Devoted Health, Insitro, Figma, GitHub, Instacart, OpenSea, Roblox, Stripe, and Substack. 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, Global 2000, Government agencies and Hyperscalers. 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 strong passion to join a16z’s GTM Cloud practice. In this role you will be creating and running bespoke programs for our portfolio, while working with startup and GTM teams at the top 3 cloud providers. You should be driven and dedicated to:

• Partner with our portfolio companies and the cloud providers to build, develop and execute differentiated programs that accelerate portfolio companies build on and co-sell motions with the clouds
• Use data driven insights to analyze, develop and execute a16z Cloud programs in partnership with the a16z cloud team
• Identify new strategies and tactics to expand impact across our portfolio, scale, and streamline engagement for our portfolio with the clouds

This role requires subject matter expertise in working with and developing partnerships with cloud providers, including an understanding of infrastructure usage, software development, data and AI, cloud contracts, co-sell, and marketplaces, with a strong ability to build and run highly scalable and efficient programs, and developing solid working relationships with partners.

This role will be located in Menlo Park or San Francisco, CA. The role includes traveling between our two Bay Area offices for business meetings.

For the portfolio:

• Develop strong working relationships with a16z portfolio companies, understand their business, products, and priorities, and drive meaningful outcomes for them
• Routinely aggregate and analyze portfolio status information and initiatives and translate them into actionable items and scalable programs with the cloud providers
• Contribute to proprietary build and go-to-market documents / playbooks that a16z creates for our portfolio companies

For the clouds/hyperscalers:

• Build and maintain trusted working relationships with key stakeholders in the startup, sales, and partner orgs at the big three cloud providers (AWS, Microsoft Azure, and Google Cloud), acting as the day-to-day a16z contact responsible for executing outcomes for our partners and our portfolio
• Partner with key stakeholders to define, structure and run new preferred cloud programs that benefit a16z portfolio companies
• Lead the planning and execution of high-quality deliverables such as events and playbooks across multiple concurrent initiatives, ensuring clarity, accountability, and timely delivery
• Contribute to the development of material such as QBR decks for quarterly executive-level strategic engagement with the cloud providers’ key stakeholders

For the firm:

• Support the a16z cloud team which includes leveraging data and metrics to assess the impact of initiatives and report out to key stakeholders
• Collaborate closely with internal teams to drive strategic initiatives and key events, and ensure cross-functional alignment across all stages of execution
• Communicate complex topics to internal stakeholders in a clear and concise manner

• 7+ years overall experience in high tech go-to-market functions, 3+ of which should be working with cloud startup teams (ISV or Cloud side) or working with cloud alliances (ISV or Cloud side)
• Strong program management experience working with cloud providers or tech buyers
• Must have knowledge of the complexities of the top cloud providers, including key products, cloud contract negotiations, marketplaces, partner programs, sales motions and partner-based selling
• Track record of building, managing, and nurturing complex external relationships with stakeholders at the clouds and driving high-impact initiatives, while operating autonomously
• Highly organized, detail-oriented, consistent executor, and accountable with strong project management skills
• Analytical thinker with a strong aptitude to seek and understand data, leverage data to develop insights, and execute strategic and tactical cloud plans
• Demonstrate strong cross-functional collaboration to drive key initiatives in high-velocity, ambiguous environments with changing priorities
• Strong executive presence and excellent verbal and written communication skills, including experience presenting to senior stakeholders
• 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
• Must have technical aptitude and bring energy and a passion for learning new and exciting disruptive technologies and business models, uncovering their applicability and adjacency with cloud providers and large tech companies

The anticipated salary range for this role is between $192,000 - $224,000, 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.