Partner Development Manager - CSP

Partner Development Manager - CSP We're looking for an experienced Partner Development Manager to join our team and help grow our channel partner ecosystem. In this role, you'll be responsible for identifying, recruiting, and enabling new channel partners to drive adoption of the Drata platform. You'll work closely with our sales and marketing teams to develop and execute channel partner strategies, with a focus on cloud service providers (CSPs). Key Responsibilities: - Identify, qualify, and recruit new channel partners that align with Drata's target customer profile and can effectively sell and implement the Drata platform - Develop and manage relationships with new and existing channel partners, ensuring they have the necessary training, resources, and support to be successful - Work cross-functionally with sales, marketing, and product teams to develop joint go-to-market strategies and campaigns - Establish and track key performance metrics for the channel partner program, and continuously optimize to drive increased revenue and customer acquisition - Serve as the primary point of contact for channel partners, addressing any issues or concerns and ensuring a positive partner experience - Collaborate with the sales team to develop and execute joint sales plans, and participate in sales cycles as needed - Travel to industry events, conferences, and partner locations as needed to build relationships and drive pipeline growth Requirements: - 5+ years of experience in a channel sales or partner development role, preferably in the B2B software or cybersecurity industry - Demonstrated track record of successfully recruiting, onboarding, and managing channel partners to drive revenue growth - Excellent communication, negotiation, and relationship-building skills, with the ability to work effectively with cross-functional teams - Proficiency in managing partner programs, including setting KPIs, developing go-to-market strategies, and tracking performance - Strong understanding of the cloud services provider (CSP) ecosystem and experience working with this channel - Familiarity with security and compliance solutions, and the ability to articulate the value proposition of the Drata platform - Willingness to travel up to 50% of the time to attend industry events and meet with partners - Bachelor's degree in business, marketing, or a related field

Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company's security controls, while streamlining workflows to ensure audit-readiness.