Cloud Partnerships Lead for AWS & CSPs

Drata; United States; Hybrid; USD 187,000 - 231,000; Full time

Benefits offered by this job

Stock equity

Health & Wellness premiums

401(k)

Life & disability insurance

Tax-advantaged spending accounts

Discounted voluntary offerings

Parental Leave

Fertility & family-building benefits

Growth stipends

Flexible vacation

Job summary

Drata is hiring a Senior Business Development Lead, Cloud Service Providers to expand strategic partnerships with major cloud providers, including AWS. You will shape partner motion, enable field teams, and drive high-value pipeline through CSP collaborations.

You will operate strategically and tactically, defining partner initiatives, coordinating cross-functional efforts, and translating partnerships into measurable revenue impact. This is a high-visibility role shaping Drata's cloud growth.

Qualifications

• 3+ years in partnerships, BD, or cloud alliances (CSP)
• Proven track record owning scalable cloud partnerships with measurable impact
• Deep knowledge of CSP programs, co-sell frameworks, and marketplace models
• Strategic thinker with ability to execute with cross-functional teams

Responsibilities

• Own and drive CSP partnership strategy across AWS, defining priorities and GTM plays.
• Serve as senior relationship owner for CSP partners, engaging executive stakeholders.
• Lead multi-stakeholder co-sell and co-market engagements across CSP organizations.
• Define and own Drata's Marketplace strategy across AWS with product and finance alignment.
• Drive senior-level pipeline generation by building strategic target account lists.
• Deliver executive enablement to CSP stakeholders on Drata's vision and differentiators.
• Partner with Sales/Marketing/Product/RevOps to execute joint GTM programs.
• Establish reporting frameworks for CSP partnership performance and revenue.
• Mentor best practices across partnerships and CSP programs.
• Represent Drata at industry events to strengthen relationships and capture intelligence

Skills

Partnerships

Business development

Cloud alliances

CSP ecosystems

AWS/GCP/Azure

Executive relationships

Pipeline generation

Cross-functional leadership

B2B SaaS

Security/compliance knowledge

Tools

Job description

Drata is hiring a Senior Business Development Lead, Cloud Service Providers to expand strategic partnerships with major cloud providers, including AWS. You will shape partner motion, enable field teams, and drive high-value pipeline through CSP collaborations.

You will operate strategically and tactically, defining partner initiatives, coordinating cross-functional efforts, and translating partnerships into measurable revenue impact. This is a high-visibility role shaping Drata's cloud growth.