Responsibilities
- Develop and implement the Cloud Service Provider partnership strategy, aligning with company revenue objectives and defining success metrics.
- Act as the primary contact and relationship manager for CSP partner organizations, fostering executive-level connections with key stakeholders.
- Lead and coordinate complex co-sell and co-market initiatives, including account mapping, pipeline reviews, and joint go-to-market campaigns.
- Define and execute the Marketplace strategy, collaborating with Product, RevOps, and Finance to optimize listings and procurement paths.
- Generate senior-level pipeline by creating strategic joint target account lists and designing scalable co-sell motions.
- Provide executive-level enablement to CSP stakeholders, communicating the company's vision, product strategy, and key differentiators.
- Collaborate cross-functionally to design and execute joint go-to-market programs, ensuring tight integration with CSP field motions.
- Establish and manage reporting frameworks for CSP partnership performance, tracking key metrics and presenting insights to leadership.
- Mentor the broader partnerships organization, sharing best practices and elevating team capabilities in CSP programs.
- Represent the company at industry and partner events, engaging with CSP leadership, prospects, and customers to strengthen relationships and gather strategic intelligence.
Requirements
- 3+ years of experience in partnerships, business development, or cloud alliances, with a focus on CSP ecosystems (AWS, GCP, or Azure).
- Proven track record of scaling cloud partnerships that have produced measurable pipeline and revenue impact at a senior level.
- Deep knowledge of CSP programs, co-sell frameworks, Marketplace models, and partner incentive programs.
- Strategic thinking and operational skills, with the ability to set long-term partnership direction and execute on details.
- Strong executive presence and communication skills, with the ability to engage with C-level and VP-level stakeholders.
- Proven ability to influence and align cross-functional teams around a shared partnership strategy.
- Deep understanding of B2B SaaS, ideally in security, compliance, cloud infrastructure, or DevOps, with the ability to articulate technical value propositions.
- Self-directed and entrepreneurial mindset, driving outcomes with urgency and taking ownership from strategy through execution.
- Highly organized with the ability to manage multiple strategic initiatives, partner relationships, and pipeline motions simultaneously.
Nice to Have
- Background in GRC, security, compliance automation, or risk, with familiarity with frameworks such as SOC 2, ISO 27001, HIPAA, GDPR, or PCI DSS.
Benefits
- Stock equity to share in the company's success.
- 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.
- 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.
- Paid Parental Leave policy, after six months of employment, along with fertility and family-building benefits and dedicated leave specialists.
- Generous annual stipends for both professional and personal development, empowering continued growth and access to internal learning opportunities.
- Flexible vacation policy, paid holidays, and other perks to recharge.
Work Arrangement
Hybrid
Team
Bay Area
Responsibilities
- Own and drive Drata's Cloud Service Provider partnership strategy across AWS, defining priorities, go-to-market plays, and success metrics aligned to company revenue goals.
- Serve as the senior point of contact and relationship owner for CSP partner organizations, cultivating executive-level relationships with Partner Development Managers, Field Sales leaders, Marketplace teams, and Industry/Segment leads.
- Lead complex, multi-stakeholder co-sell and co-market engagements — orchestrating account mapping, pipeline reviews, joint GTM campaigns, field enablement, and executive interlocks across CSP organizations.
- Define and own Drata's Marketplace strategy across AWS, partnering with Product, RevOps, and Finance to optimize listings, private offers, CPPO/PPO structures, and procurement paths to drive Marketplace-sourced ARR.
- Drive senior-level pipeline generation by building strategic joint target account lists, activating CSP field teams, and designing scalable co-sell motions that produce consistent partner-sourced and partner-influenced revenue.
- Build and deliver executive-level enablement to CSP stakeholders - communicating Drata's vision, product strategy, and key differentiators in the context of cloud compliance, AI governance, and Trust Center outcomes.
- Partner cross-functionally with Sales, Marketing, Product, and RevOps to architect and execute joint GTM programs including events, webinars, campaigns, and field plays — ensuring tight integration between Drata and CSP field motions.
- Establish and own reporting frameworks for CSP partnership performance - tracking pipeline, sourced/influenced revenue, Marketplace adoption, and co-sell velocity - and presenting insights and recommendations to leadership.
- Mentor and inform best practices across the broader partnerships organization, acting as a subject matter expert on CSP programs and elevating team capabilities.
- Represent Drata at industry and partner events, engaging with CSP leadership, prospects, and customers to strengthen relationships and capture strategic intelligence.
Not provided
