Senior Partner Development Manager AWS

Описание вакансии

Our Mission & Values:

At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build.

We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority.

Our Culture & Work Style 🚀

At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from:

• Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results.
• Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact.
• Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry.

If you thrive when you’re empowered, energized, and working with smart, mission-driven people where you’ll feel at home here.

Why Join The Drata Team?

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: 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: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available.
• Experience the Impact: See why we are consistently recognized on Fortune's Best Workplaces lists.
• Connect with Us on Socials: LinkedIn - follow us for company updates, employee stories, and career news.

Job Summary:

We are looking for an AWS Partner Development Manager to join the Drata team. This role will focus on expanding and deepening Drata’s relationship with Amazon Web Services (AWS), teams and sellers, including AWS field teams, programs, and the AWS Marketplace. You will drive targeted prospecting and engagement across the AWS ecosystem to identify joint opportunities, activate co‑sell motions, and build a high-quality partner-sourced and influenced pipeline.

You will often be the first Drata point of contact for AWS stakeholders and mutual customers, with the objective of creating and progressing qualified opportunities. This is an exciting opportunity to build lifetime relationships and shape Drata’s AWS partnership strategy, be a core member of an inclusive team, and experience tremendous career growth.

We are targeting candidates who are located in New York as there is an expectation to meet with partners in person.

What you’ll do:

• 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.

What you’ll bring:

• 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.

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success.
• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.
• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.
• Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.
• Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
• Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected OTE ranges for this role are set forth below, subject to change.

*Tier 1: $155,500 - $192,000

Tier 2: $139,900 - $172,800

Tier 3: $124,400 - $153,600*

You can view which tier applies to where you plan to workhere. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.