Partner Development Manager - CSP

We are looking for a Partner Development Manager - Cloud Service Providers (CSP) to join the Drata team. This role will play a critical part in the success of the Business Development team as a primary driver of partnerships with CSP’s. The ideal PDM - CSP’s with Drata will identify and develop GTM programs designed to accelerate growth and sales via CSP partnerships.

What you’ll do:

• Drive field engagement between Drata and CSP field sales and channel teams to achieve sales targets, close new logo accounts, and expand existing customers
• Evolve CSP partnerships by introducing creative ideas, driving enablement, sales strategies, and partner incentives to fuel growth
• Provide regular reporting both internally at Drata and externally to CSP partners
• Drive CSP marketplace transactions
• Assist the day-to-day relationship and sales development activities with Cloud Service Provider partners
• Thrive on change while remaining highly organized, optimistic, and coachable

What you’ll bring:

• 3+ years of experience in business development, sales, or account management with a Cloud Service Provider or in a CSP partnership capacity
• An ability to thrive in a fast-paced, entrepreneurial business environment with a proven track record of success in past roles and experiences
• Individual contributor who must be willing to roll up your sleeves and get things done
• Proven track record of success at or with Cloud Service Providers in a sales or partnership role
• Results-oriented and self-motivated, able to think strategically and execute tactically
• Can effectively communicate value propositions and drive initiatives across diverse audiences
• Resourceful, finding ways to get things done regardless of the obstacles
• Organized and detail-oriented with an ability to handle a variety of different projects 

Requirements:

• 3 + years of experience
• Worked for a CSP, preferred
• Eastern Standard Time zone 

Benefits:

• Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
• HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
• 100% paid short and long term disability plus life + AD&D benefits
• Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
• Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
• 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
• Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
• 401K: Reach your financial goals while reducing your taxes

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected OTE ranges for this role are set forth below, subject to change. 

Tier 1: $153,000 - $189,000

Tier 2: $137,700 - $170,100

Tier 3: $122,400 - $151,200

You can view which tier applies to where you plan to work here. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.