Senior Partner Development Manager AWS

Drata, Inc.

Job Overview

Location

Remote - US

Job Type

Full-time

Full Job Description

📋 Description

• As a Senior Partner Development Manager for AWS at Drata, you will be instrumental in expanding and deepening the company’s strategic relationship with Amazon Web Services, directly contributing to revenue growth by identifying and activating joint go-to-market opportunities across the AWS ecosystem.
• You will serve as the primary Drata point of contact for AWS stakeholders, driving co-sell motions, managing AWS Marketplace presence, and building a high-quality partner-sourced pipeline that aligns with Drata’s revenue goals and compliance-focused value proposition.
• Your day-to-day responsibilities will include developing and executing an AWS partner strategy aligned to Drata’s revenue targets, focusing on priority segments, regions, and industries.
• You will build and manage relationships across AWS teams, including Partner Development Managers, Account Managers, Marketplace Specialists, and segment leaders to increase awareness and preference for Drata.
• Prospecting into the AWS ecosystem via email, calls, events, and social channels to uncover co-sell and co-marketing opportunities with field teams, solution architects, industry teams, and partner programs.
• Owning and optimizing Drata’s presence on AWS Marketplace by collaborating with Product, Marketing, and RevOps to improve listings, streamline procurement, and support private offers.
• Driving joint pipeline generation through account mapping, target account coordination, and campaign follow-up between Drata sales and AWS field teams.
• Enabling AWS stakeholders on Drata’s value proposition, ideal customer profile, and key use cases such as continuous compliance, Trust Center, and AI governance via enablement sessions, office hours, and 1:1 support.
• Collaborating with Drata’s sales, partnerships, and marketing teams to design and execute joint GTM plays, including events, webinars, campaigns, and field activities with AWS.
• Responding promptly to inbound AWS and Marketplace inquiries, qualifying opportunities, and ensuring smooth handoffs to appropriate sales owners.
• Tracking and reporting on AWS program performance—including pipeline, sourced/influenced revenue, Marketplace adoption, and co-sell engagements—and providing data-driven recommendations for improvement.
• Representing Drata at AWS and industry events to drive engagement, capture feedback, and inform product roadmap and GTM strategy.
• Embracing change with a proactive mindset, staying organized, adaptable, and eager to learn in a fast-evolving cloud and compliance landscape.
• Drata’s mission-driven culture emphasizes ownership, speed, and customer obsession, creating an environment where you can thrive as a Driver (Owner-Operator) who improves relentlessly and delivers results.
• You will join a team of 600+ mission-focused professionals where trust, integrity, and automation-first thinking are lived values, supported by recognition as a Fortune Best Workplace and Great Place to Work certified organization.
• This role offers significant career growth potential as you help shape Drata’s AWS partnership strategy from the ground up, build lifetime relationships with key cloud partners, and contribute to a company that has scaled from $0 to $100M ARR in four years.
• You will develop deep expertise in cloud partnerships, AWS programs (co-sell, ACE/Marketplace CPPO/PPO, APN), and compliance-driven SaaS GTM motions while working alongside smart, energized teammates who value precision, velocity, and continuous learning.

🎯 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.
• Ability to thrive in a fast-paced, entrepreneurial environment with a proven track record of meeting or exceeding goals.
• Self-starter who brings ideas to life, takes ownership from strategy through execution, and takes pride in results.

🏖️ Benefits

• Shared Success: Stock equity (RSUs) to ensure you share directly in Drata’s growth and celebrate collective wins as the company scales.
• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents, plus wellness benefits and healthcare concierge services.
• Financial Well-being: 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and discounted voluntary offerings to strengthen your financial position.
• Family Support: Paid Parental Leave after six months, Kindbody fertility and family-building benefits, and dedicated leave specialists to guide you through life’s important moments.
• Growth & Development: Generous annual stipends for professional and personal development, plus access to internal learning opportunities to build skills and advance your career.
• Time Off & Flexibility: Flexible vacation policy, paid holidays, and other perks to support rest, rejuvenation, and recovery for sustained high performance.

Skills & Technologies

AWS

REST

Senior

Remote

$155k-192k

Ready to Apply?

Apply Externally

You will be redirected to an external site to apply.

Drata, Inc.

Visit Website

About Drata, Inc.

Drata is a compliance automation platform that continuously monitors and collects evidence for security frameworks such as SOC 2, ISO 27001, HIPAA, and PCI DSS. It integrates with cloud services, identity providers, and SaaS tools to track controls, manage risks, and generate audit-ready documentation. The company serves technology startups and enterprises seeking to streamline security compliance workflows and maintain continuous monitoring without manual spreadsheets.

View Company Profile

Get more remote jobs like this

Subscribe to the weekly newsletter for similar remote roles and curated hiring updates.

Weekly remote jobs and featured talent.

No spam. Only curated remote roles and product updates. You can unsubscribe anytime.