Senior Partner Development Manager – AWS

Role Overview

• 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.

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.

Tech Stack

• AWS
• Cloud

Benefits

• 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.