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Drata is seeking a Senior SI and Audit Firm Alliances Manager to own and scale strategic partner relationships across systems integrators (SIs) and enterprise-focused audit firms. This role is central to embedding Drata's continuous compliance automation platform into advisory, implementation, and audit practices.
Key responsibilities include: owning and growing relationships with top-tier audit firm partners through joint business plans and serving as senior escalation point for complex audits; building and scaling Drata's SI partner network to drive new revenue streams; driving partner-sourced and co-sell revenue by aligning enterprise sales teams with partners; building repeatable co-selling motions including partner enablement, deal registration, and pipeline tracking; serving as product advocate educating partners on Drata solutions; ensuring high-quality audit experiences and monitoring CSAT; enabling partners on product roadmap and best practices; implementing onboarding programs and measuring effectiveness; collaborating with Sales, Marketing, Product, and Customer Success on strategic deals and executive briefings; and contributing to the evolution of Drata's partnership and ecosystem strategy.
The ideal candidate brings 6+ years in strategic partnerships, alliances, business development, or audit-led go-to-market roles within B2B SaaS or large professional services. Required: direct sales or quota-carrying business development experience with proven track record of meeting/exceeding revenue targets; significant GRC landscape understanding and familiarity with audit, compliance, risk, or security frameworks (SOC 2, ISO 27001, SOX); demonstrated ability to influence revenue through partner relationships and co-selling; experience managing senior stakeholders including partners, principals, and enterprise decision-makers; background at Big 4 or large national audit firm or strategic role at global systems integrator; experience working alongside enterprise SaaS sales teams on complex, multi-stakeholder deals; strategic thinking with strong collaboration and communication skills; and comfort operating in ambiguity to define best practices for a growing alliance function.
