Partner 36, Commercial GTM, Regulated Industries

Partner 36, Commercial GTM, Regulated Industries

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 $43B 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 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

As the Commercial GTM Partner, Regulated Industries on our GTM Network team, you will have the exciting opportunity to manage and build relationships with the world’s top regulated industry corporations, including the top Energy, Manufacturing, Auto, and Transportation organizations. As a Commercial GTM Partner, you will play a pivotal role in shaping and driving our firm’s relationships with key executives in these organizations, further developing our network across the regulated sectors. 

This role demands a strategic thinker with subject matter expertise in enterprise technology and an ability to build strong executive relationships. As part of the a16z Go-to-Market team, you will bring your expertise, executive rolodex, and knowledge of regulated industries market dynamics. You will have an opportunity to advise a16z portfolio companies on how to navigate, partner with, and sell to these organizations. By doing this you will play a crucial role in helping accelerate their go-to-market efforts and time to revenue.

The preferred location for this role is San Francisco. We will consider remote locations. The role may require in-office presence from time to time.

To join our team, you should be excited to:

• Work with large, complex, regulated organizations on a global scale. This includes the world’s top energy, transportation, and manufacturing organizations
• Cultivate strategic relationships with organizations in identified sectors, understand their mission-critical priorities and technology initiatives, and connect executives with a16z portfolio companies 
• Build a strategy and plan to engage tech buyer personas and senior business executives in identified sectors. This includes market analysis and segmentation, and a detailed action plan with specific activities and timelines. Continuously review and adjust the plan to ensure alignment with the investing team and portfolio priorities
• Lead efforts to build key relationships through creative engagements. This may include hosting dinners, receptions, and industry-focused events to bring together our corporate network, firm, and portfolio
• Attend industry conferences 
• Collaborate cross-functionally with internal teams to align on business development initiatives and other firm-wide goals
• Stay abreast of a16z investment areas, industry trends, and portfolio investments, while leveraging these insights to drive business development opportunities

Minimum Qualifications

• 15+ years in business development or strategic account management, 5+ years of people management experience 
• Bachelor’s degree in Business, Engineering, or related field. Advanced degree is advantageous
• Proven track record of closing large enterprise deals with C-level and S/VP level executives. Ability to develop long-term relationships with these executives leading to retained business and growth 
• Comprehensive knowledge of enterprise technology, including infrastructure, cloud, SaaS, security, AI applications, and data analytics
• Exceptional communication, interpersonal, and presentation skills, with a focus on detail and executive presence
• Ability to discern industry needs and trends, effectively communicating insights to investment partners
• Established executive relationships within identified sectors, with a strong ability to independently manage those relationships
• Proven ability to self-start, operate autonomously, manage multiple priorities simultaneously, and independently contribute
• Ability to deal with ambiguity and execute consistently in a dynamic environment
• Capacity to collaborate effectively with diverse teams
• You are an analytical thinker, able to seek and understand data to build a strategy around and execute against
• Low ego, high empathy, and the capacity to collaborate effectively with diverse teams

The anticipated salary range for this role is between $440,000 - $513,000, 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. #LI-Remote
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