Senior Manager, Channel Partnerships (Remote)

As a Senior Manager, Channel Partnerships at Drata, your key responsibilities include leading and developing a motivated team of Partner Development Managers and Channel SDRs, creating strategies for partner prospecting, and driving initiatives that exceed revenue targets. You’ll engage in training and mentoring, establish efficient SDR processes, and collaborate closely with sales leadership to optimize engagement and improve overall performance.

Candidates for the Senior Manager, Channel Partnerships role at Drata should have 2-4 years of experience managing a Sales Development team in the SaaS industry, a strong knowledge of sales processes, and an ability to foster a high-performing team culture. Previous success with exceeding sales targets and developing effective sales strategies is crucial, along with excellent communication and problem-solving skills.

The Senior Manager, Channel Partnerships plays a critical role at Drata by driving channel growth through successful partner prospecting and development. By leading the team towards achieving pipeline goals, optimizing engagement processes, and reporting on performance analytics, this role directly contributes to the overall success and revenue growth of the organization, thus enhancing Drata's mission to simplify trust management.

Drata offers a comprehensive benefits package for the Senior Manager, Channel Partnerships position, including extensive healthcare coverage, flexible time off, $500 annually for professional growth, and remote work flexibility. Additional perks include generous parental leave and a structured 401K plan to support your financial goals as a team member.

At Drata, the culture is rooted in innovation, teamwork, and a commitment to excellence. As a Senior Manager, Channel Partnerships, you’ll find an inclusive environment that prioritizes personal and professional growth, encourages collaboration, and values the input of all employees in creating scalable solutions and achieving shared success.

When discussing your management style, focus on how you prioritize mentorship and development, as well as setting clear expectations. Highlight examples of how you've successfully led teams in the past and the strategies you've employed to motivate individuals to exceed their goals.

In your answer, discuss your process for analyzing market opportunities, along with how you tailor your strategies based on the unique needs of the partners. Illustrate your thought process with specific outcomes you've achieved by implementing these strategies.

Mention key performance indicators such as lead conversion rates, pipeline quality, revenue generated from partner deals, and engagement levels. Explain how you use these metrics to guide coaching efforts and recognize high-performing team members.

Provide structure to your response by outlining a systematic approach. Include steps such as analyzing performance data, gathering team feedback, identifying obstacles, and presenting actionable plans for improvement while maintaining team morale throughout the process.

Share a specific instance that showcases your coaching methods. Discuss how you identified their strengths and weaknesses, the tailored plan you created for them, and how your guidance led to their success in achieving and surpassing their targets.

Explain the importance of regular communication and synergy between your role and sales leadership. Share specific methods you employ, such as joint meetings, shared goals, and collaborative planning sessions to ensure alignment in objectives.

Outline the various tools and CRM systems you're familiar with that enhance productivity and efficiency in managing partner relationships. Discuss specific examples of how these have improved your team's ability to nurture leads and manage data effectively.

Articulate your approach to prioritization through goal-setting and time management strategies. Mention techniques such as the Eisenhower Box for task sorting and how you maintain flexibility to adapt to emergent changes in priorities.

Share your insights into evolving trends within the SaaS landscape, such as technological advances in partner management and the increasing significance of strategic alliances. Discuss how these trends can enhance growth opportunities for Drata.

Your answer should reflect an understanding of Drata's mission and values. Express your interest in contributing to a company that focuses on trust and compliance and how your skills align with advancing its goals.