What you'll do

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.
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.
Represent Drata at industry and partner events, engaging with CSP leadership, prospects, and customers.

What you'll bring

3+ years of experience in partnerships, business development, or cloud alliances, with a significant portion focused on CSP ecosystems (AWS, GCP, or Azure).
Demonstrated track record of owning and scaling cloud partnerships that have produced measurable, material pipeline and revenue impact.
Deep knowledge of CSP programs and motions — including co-sell frameworks (ACE, Partner Advantage, MPN/MPE), Marketplace models (CPPO, PPO, transactable listings), and partner incentive programs.
Strong executive presence and communication skills, with the ability to engage credibly with C-level and VP-level stakeholders.
Proven ability to influence and align cross-functional teams (Sales, Marketing, Product, Finance) around a shared partnership strategy.
Deep understanding of B2B SaaS, ideally in security, compliance, cloud infrastructure, or DevOps.
Self-directed and entrepreneurial with the ability to manage multiple strategic initiatives 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.

How we support you

Shared Success: Stock equity for all employees.
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: Comprehensive suite of financial benefits.