Work at a Portfolio Company

Manager, Channel Partnerships EMEA (Remote)



Sales & Business Development
United Kingdom
Posted on Wednesday, May 1, 2024

We are looking for a driven, high-performing Manager of Channel Sales in the UK to manage a channel team while developing, fostering and managing relationships with strategic partners, including managed security service providers, value-added resellers, and referral partners. Exceptional candidates are hungry to work in a fast-paced, entrepreneurial environment, and have a proven track record of success in their past roles and experiences.

If you’re looking to roll up your sleeves, make an immediate impact, and be a high-visibility contributor within the organization, this role might be for you!

What you’ll do:

  • Develop and manage a high-performing team by coaching them for success in their role
  • Identify and recruit new strategic VARs, MSSPs, and referral partners to drive revenue growth
  • Enable and activate existing partners through training and joint selling to be net new revenue generators for Drata
  • Coordinate the technical and marketing aspects of integrated partnership launches
  • Host quarterly business reviews with partners to drive accountability and report on success metrics
  • Work hand-in-hand with Drata’s sales organization to deliver measurable results
  • Generate partner-sourced and partner-influenced net-new sales pipeline and revenue

What you’ll bring:

  • 2-3+ years of experience leading innovative channel sales programs including developing channel sales team members
  • 5+ years of business development, strategic alliances, or channel sales at a SaaS organization with a heavy preference in the start-up space
  • Confidence in driving sales opportunities from lead generation to closure, effectively negotiating agreements and building long-lasting partnerships
  • Ability to quickly understand technical concepts and architectural scenarios, and explain them to others
  • Extensive knowledge of market trends and channel structures across EMEA region
  • Must be located in the UK


  • Learning & Development: $500 USD annually towards professional development opportunities + $250 USD annually towards personal development opportunities
  • 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 plus up to $1,000 USD annually to cover necessary business related items for your home office

This role will receive a competitive base salary, benefits, and equity.

Drata is on a mission to help build trust across the internet.

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

We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We've felt firsthand how burdensome achieving and maintaining a strong security and compliance posture can be at a fast-growing company. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.

Our team of SaaS, security, compliance, and audit experts have built a better way - with automation.

Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.