Senior Business Development Lead, AWS
New
D
DrataCloud Compliance
Remote - USFull-TimeSenior
SalaryThe expected OTE range for this role is $186,600 - $230,500
Apply NowOpens the employer's application page
Job Details
- Experience
- 3+ years
- Required Skills
- AWSBusiness DevelopmentSaaS
Requirements
- 3+ years of experience in partnerships, business development, or cloud alliances.
- Significant experience focused on CSP ecosystems (AWS, GCP, or Azure).
- Proven track record of scaling cloud partnerships that produced material pipeline and revenue impact.
- Deep knowledge of CSP co-sell frameworks (ACE, Partner Advantage, MPN/MPE).
- Deep knowledge of CSP Marketplace models (CPPO, PPO, transactable listings).
- Expertise in partner incentive and funding programs.
- Strong executive presence with ability to engage credibly with C-level and VP-level stakeholders.
- Ability to influence cross-functional teams (Sales, Marketing, Product, Finance) without formal authority.
- Deep understanding of B2B SaaS in security, compliance, cloud infrastructure, or DevOps.
- Highly organized with the ability to manage multiple strategic initiatives simultaneously.
- Background in GRC, security, compliance automation, or risk (SOC 2, ISO 27001, HIPAA, GDPR, PCI DSS) is a plus.
Responsibilities
- Own and drive Drata's Cloud Service Provider partnership strategy across AWS, defining priorities and go-to-market plays.
- Serve as the primary relationship owner for CSP partner organizations, cultivating executive-level relationships with Partner Development Managers and Field Sales leaders.
- Lead complex, multi-stakeholder co-sell and co-market engagements, orchestrating account mapping and pipeline reviews.
- Define and own Drata's Marketplace strategy, partnering with Product and Finance to optimize listings and procurement paths.
- Drive senior-level pipeline generation by building strategic joint target account lists and activating CSP field teams.
- Build and deliver executive-level enablement to CSP stakeholders regarding Drata's value proposition.
- Partner cross-functionally to execute joint GTM programs, ensuring tight integration between Drata and CSP field motions.
- Establish reporting frameworks for CSP partnership performance and present insights to leadership.
View Full Description & ApplyYou'll be redirected to the employer's site
