Senior Partner Development Manager AWS

Drata

1d•Onsite

About The Position

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.

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.

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

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.

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