drata - Senior Partner Development Manager AWS
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Requirements
• 3+ years of experience in partnerships, business development, or sales roles working with or within AWS or AWS partners (ISVs, consultancies, MSPs, or GRC/security vendors). • Demonstrated success building and managing relationships with cloud providers, ideally AWS, resulting in measurable pipeline and revenue impact. • Familiarity with AWS programs and motions (e.g., co‑sell, ACE/Marketplace CPPO/PPO, APN programs, industry or regional initiatives). • Strong understanding of B2B SaaS, ideally in security, compliance, DevOps, or cloud infrastructure. • An ability to thrive in a fast-paced, entrepreneurial environment with a proven track record of meeting or exceeding goals. • A background of quickly learning new concepts, technologies, and personas and integrating that knowledge into day‑to‑day execution. • Self-starter who brings ideas to life, takes ownership from strategy through execution, and takes pride in results. • Resourceful and solutions-oriented, finding ways to get things done regardless of obstacles. • Organized and detail‑oriented with the ability to manage multiple accounts, campaigns, and initiatives simultaneously. • Excellent written and verbal communication skills, comfortable with executive-level conversations across internal and external stakeholders. • How we support you: • At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving. • Explore how we invest in your Life at Drata https://drata.com/about/life-at-drata?utm_source=chatgpt.com.
Responsibilities
• Develop and execute an AWS partner strategy that aligns to Drata’s revenue goals, focusing on priority segments, regions, and industries. • Build and manage relationships across AWS, including Partner Development Managers, Account Managers, Marketplace Specialists, and segment leaders to drive awareness and preference for Drata. • Prospect into the AWS ecosystem (field teams, solution architects, industry teams, partner programs) via email, calls, events, and social to uncover new co‑sell and co‑marketing opportunities. • Own and optimize Drata’s presence on AWS Marketplace, partnering with Product, Marketing, and RevOps to improve listings, streamline procurement paths, and support private offers. • Drive joint pipeline generation by coordinating account mapping, target account lists, and campaign follow-up between Drata sales and AWS field teams. • Enable AWS stakeholders on Drata’s value proposition, ideal customer profile, and key use cases (e.g., continuous compliance, Trust Center, and AI governance) through enablement sessions, office hours, and 1:1 support. • Collaborate closely with Drata’s sales, partnerships, and marketing teams to design and execute joint go‑to‑market plays (events, webinars, campaigns, and field activities with AWS). • Respond promptly to inbound AWS and Marketplace‑related inquiries, qualifying opportunities and ensuring smooth handoffs to the appropriate sales owners. • Track and report performance of AWS programs and motions (pipeline, sourced/influenced revenue, Marketplace adoption, co‑sell engagements) and provide recommendations for continuous improvement. • Represent Drata at AWS and industry events, helping drive customer and partner engagement while capturing feedback to inform our roadmap and GTM. • Embrace change with a proactive mindset, staying organized, adaptable, and eager to learn and grow in a fast-evolving cloud and compliance landscape.
Benefits
• The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth. • See the Speed: https://www.youtube.com/watch?v=QidTdkGwKMY Watch our CEO, Adam Markowitz, discuss the hyper-growth journey, from $0 to $100M ARR in just four years • Hear the Voice of the Team https://drata.com/about/life-at-drata: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available. • Experience the Impact https://www.greatplacetowork.com/certified-company/7044563: See why we are consistently recognized on Fortune's Best Workplaces lists. • Connect with Us on Socials: LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all - follow us for company updates, employee stories, and career news.
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