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.

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.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

AWSB2B SaaScloud infrastructureDevOpscomplianceco-sellMarketplace CPPOAPN programspipeline generationrevenue impact

Soft Skills

relationship managementorganizational skillsadaptabilityproactive mindsetself-starterresourcefulnesssolutions-orienteddetail-orientedcommunication skillsentrepreneurial mindset