Senior Business Development Lead, AWS

📋 Description

• Own and drive Drata's AWS CSP partnership strategy; set priorities and metrics.
• Serve as senior relationship owner for CSP partners; cultivate executive ties.
• Lead multi-stakeholder co-sell and co-market engagements across CSP orgs.
• Define and own Drata's Marketplace strategy across AWS; optimize listings and procurement paths.
• Drive senior-level pipeline by building target accounts and co-sell motions.
• Deliver executive enablement to CSP stakeholders on Drata's vision and differentiators.

🎯 Requirements

• 3+ years in partnerships, BD, or cloud alliances with CSP focus (AWS, GCP, Azure).
• Proven track record of owning cloud partnerships with measurable pipeline and revenue impact.
• Deep knowledge of CSP programs and co-sell frameworks (ACE, Partner Advantage, MPN/MPE) and Marketplace models (CPPO, PPO).
• Strategic thinker who sets direction and executes at scale.
• Strong executive presence; credibly engage with C-level and VP stakeholders at CSP orgs.
• Proven ability to influence and align cross-functional teams around a shared partnership strategy.

🎁 Benefits

• Shared equity: stock awards to share in company success.
• Health & Wellness: 100% employer-paid premiums for medical, dental, and vision.
• Financial well-being: 401(k), life and disability insurance, spending accounts.
• Family support: paid parental leave and fertility benefits.
• Growth & Development: stipends for professional/personal development and internal learning.
• Time Off & Flexibility: flexible vacation policy and paid holidays.