At a Glance
- Tasks: Build and manage relationships with AWS to drive co-sell opportunities and enhance Drata's presence.
- Company: Join Drata, a mission-driven tech company focused on trust and innovation.
- Benefits: Enjoy competitive salary, stock options, health benefits, and generous time off.
- Other info: Hybrid role based in London with a vibrant, inclusive team culture.
- Why this job: Shape Drata’s AWS partnership strategy and experience rapid career growth in a dynamic environment.
- Qualifications: 1+ years in partnerships or sales, ideally with AWS experience.
The predicted salary is between 88100 - 108800 € per year.
Our Mission & Values: At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build. We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority.
Our Culture & Work Style: At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from:
- Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results.
- Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact.
- Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry.
If you thrive when you’re empowered, energized, and working with smart, mission-driven people where you’ll feel at home here.
Why Join The Drata Team? The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth.
Job Summary: We are looking for an AWS Partner Development Manager to join the Drata team. This role will focus on expanding and deepening Drata’s relationship with Amazon Web Services (AWS), teams and sellers, including AWS field teams, programs, and the AWS Marketplace. You will drive targeted prospecting and engagement across the AWS ecosystem to identify joint opportunities, activate co‑sell motions, and build a high-quality partner-sourced and influenced pipeline.
You will often be the first Drata point of contact for AWS stakeholders and mutual customers, with the objective of creating and progressing qualified opportunities. This is an exciting opportunity to build lifetime relationships and shape Drata’s AWS partnership strategy, be a core member of an inclusive team, and experience tremendous career growth. This is a hybrid role based in London. The expectation is that you will be in office 2-3 days a week.
What you’ll do:
- 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.
What you’ll bring:
- 1+ 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.
How we support you: At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving.
- Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success.
- Health & Wellness: Up to 100% employer-paid premiums for medical, employees and their dependents.
- Financial Well-being: To support your retirement planning, our EOR offers a pension plan under which you contribute 5% of your basic earnings, and your employer contributes an additional 4%.
- Family Support: We offer a paid Parental Leave policy, after six months of employment, and access to Kindbody fertility and family-building benefits.
- Growth & Development: Generous annual stipends for both professional and personal development.
- Time Off & Flexibility: Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.
This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The expected OTE range for this role is £88,100 - £108,800, subject to change.
Partner Development Manager AWS - EMEA in London employer: Drata
At Drata, we pride ourselves on being an exceptional employer, fostering a culture of trust, speed, and continuous growth. Our London-based team enjoys a hybrid work model, generous professional development stipends, and comprehensive health benefits, all while contributing to a mission-driven environment that values diversity and innovation. Join us to be part of a collaborative team where your contributions directly impact our success and your career trajectory.
StudySmarter Expert Advice🤫
We think this is how you could land Partner Development Manager AWS - EMEA in London
✨Tip Number 1
Network like a pro! Get on LinkedIn and connect with folks in the AWS ecosystem. Join relevant groups, engage in discussions, and don’t be shy to reach out for informational chats. Building relationships can open doors you didn’t even know existed!
✨Tip Number 2
Show up at industry events! Whether it’s conferences, webinars, or local meetups, being present is key. Not only will you learn a ton, but you’ll also get to meet potential partners and customers face-to-face. Plus, it’s a great way to showcase your enthusiasm for the role!
✨Tip Number 3
Be proactive in your outreach! Don’t wait for opportunities to come to you. Use email, calls, and social media to reach out to AWS stakeholders. Share insights about Drata and how we can collaborate. Remember, persistence pays off!
✨Tip Number 4
Leverage our website! Apply through StudySmarter’s platform to ensure your application stands out. It’s not just about getting your foot in the door; it’s about making a lasting impression from the get-go. Let’s make it happen together!
We think you need these skills to ace Partner Development Manager AWS - EMEA in London
Some tips for your application 🫡
Show Your Passion:When writing your application, let your enthusiasm for the role shine through! We want to see how excited you are about joining Drata and working with AWS. Share why this position speaks to you and how it aligns with your career goals.
Tailor Your CV:Make sure your CV is tailored to the Partner Development Manager role. Highlight relevant experience, especially in partnerships or business development within AWS. We love seeing how your background fits into our mission and values!
Craft a Compelling Cover Letter:Your cover letter is your chance to tell us your story. Use it to explain how your skills and experiences make you the perfect fit for this role. Don’t forget to mention specific examples of your achievements that relate to the job description!
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way to ensure your application gets into the right hands. Plus, you’ll get to explore more about our culture and values while you’re at it!
How to prepare for a job interview at Drata
✨Know Your AWS Stuff
Make sure you brush up on your knowledge of AWS and its ecosystem. Understand the key programs, motions, and how Drata fits into the picture. This will show that you're not just familiar with the role but also genuinely interested in how you can contribute to the partnership.
✨Showcase Your Relationship-Building Skills
Prepare examples of how you've successfully built and managed relationships in previous roles. Highlight specific instances where your efforts led to measurable outcomes. This is crucial for a Partner Development Manager, so be ready to discuss your approach to nurturing partnerships.
✨Emphasise Your Customer-Obsessed Mindset
Drata values being customer-obsessed, so come prepared with examples of how you've put customers at the centre of your work. Discuss how you've challenged assumptions to deliver value and how you plan to do the same in this role.
✨Be Ready to Discuss Your Adaptability
In a fast-paced environment like Drata, adaptability is key. Prepare to share experiences where you've embraced change and thrived under pressure. This will demonstrate that you can keep up with the speed and precision that Drata expects from its team members.
