At a Glance
- Tasks: Build and manage relationships with AWS to drive co-sell opportunities and pipeline growth.
- Company: Join Drata, a mission-driven tech company focused on trust and innovation.
- Benefits: Enjoy competitive salary, stock options, health benefits, and flexible vacation policy.
- Other info: Dynamic hybrid role based in London with a collaborative team culture.
- Why this job: Shape Drata’s AWS partnership strategy and experience tremendous career growth.
- 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, 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: We offer a flexible vacation policy, paid holidays, and other perks to recharge.
Partner Development Manager AWS - EMEA 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 environment that promotes collaboration and innovation, alongside generous benefits including equity options, comprehensive health coverage, and robust professional development opportunities. Join us to be part of a mission-driven 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
✨Tip Number 1
Network like a pro! Get out there and connect with people in the AWS ecosystem. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. The more relationships you build, the better your chances of landing that Partner Development Manager role.
✨Tip Number 2
Show off your knowledge! When you get the chance to chat with AWS stakeholders, make sure you’re clued up on Drata’s value proposition and how it fits into the AWS landscape. This will help you stand out as someone who knows their stuff and is genuinely interested in making an impact.
✨Tip Number 3
Be proactive! Don’t wait for opportunities to come to you. Reach out to potential partners and customers, and share insights on how Drata can help them. This shows initiative and a customer-obsessed mindset, which is exactly what Drata values.
✨Tip Number 4
Keep track of your progress! Use tools to monitor your outreach and follow-ups. This not only helps you stay organised but also allows you to showcase your results during interviews. Remember, we love seeing candidates who take ownership and deliver results!
We think you need these skills to ace Partner Development Manager AWS - EMEA
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 opportunity matters to you and how it aligns with your career goals.
Tailor Your Application:Make sure to customise your CV and cover letter for the Partner Development Manager role. Highlight your relevant experience with AWS and partnerships, and use keywords from the job description. This shows us that you’ve done your homework and understand what we’re looking for.
Be Clear and Concise:We appreciate clarity in applications. Keep your writing straightforward and to the point. Use bullet points where necessary to make your achievements stand out. Remember, we’re looking for someone who can communicate effectively, so show us your best writing skills!
Apply Through Our Website:Don’t forget to submit your application through our website! It’s the best way for us to receive your details and ensures you’re considered for the role. Plus, it gives you a chance to explore more about Drata and our culture 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 services and programs. Familiarity with co-sell motions and the AWS Marketplace will give you a leg up. Be ready to discuss how you've leveraged these in past roles.
✨Showcase Your Relationship-Building Skills
Since this role is all about managing relationships, come prepared with examples of how you've successfully built partnerships in the past. Highlight your ability to engage with stakeholders and drive collaboration.
✨Demonstrate Your Customer Obsession
Drata values being customer-obsessed, so be ready to share how you've put customers at the centre of your work. Discuss specific instances where you’ve gone above and beyond to deliver value to clients.
✨Embrace the Driver's Mindset
This role requires a proactive approach, so show that you’re a self-starter. Prepare to talk about times when you took ownership of a project or initiative and how you drove it to success, even in challenging situations.
