Inside Channel Account Manager

Inside Channel Account Manager Our Mission & Values: At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build. We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority. Our Culture & Work Style 🚀 At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from: - Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results. - Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact. - Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry. If you thrive when you’re empowered, energized, and working with smart, mission-driven people where you’ll feel at home here. Why Join The Drata Team? The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth. - See the Speed: https://www.youtube.com/watch?v=QidTdkGwKMY Watch our CEO, Adam Markowitz, discuss the hyper-growth journey, from $0 to $100M ARR in just four years - Hear the Voice of the Team https://drata.com/about/life-at-drata: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available. - Experience the Impact https://www.greatplacetowork.com/certified-company/7044563: See why we are consistently recognized on Fortune's Best Workplaces lists. - Connect with Us on Socials: LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all - follow us for company updates, employee stories, and career news. Job Summary: The Inside Channel Account Manager (ICAM) plays a critical role in supporting the Channel Business Managers by driving day-to-day execution across strategic VAR partnerships. This individual helps operationalize joint business plans, accelerate pipeline creation, improve partner engagement, and ensure consistent follow-through on strategic initiatives. The ICAM acts as the connective tissue between partners and CBMs to ensure execution excellence. This role is ideal for someone highly organized, proactive, analytical, and comfortable operating in a fast-paced environment. What you'll do: - Support CBMs in executing joint business plans with strategic partners such as CDW, SHI, Guidepoint Security, and others. - Maintain consistent engagement with partner field sales teams to drive opportunity creation and pipeline acceleration. - Help increase mindshare and field awareness of Drata within assigned partner organizations. - Track and advance partner-sourced and partner-influenced opportunities through the sales cycle. - Coordinate joint account mapping sessions and document target accounts, owners, and next steps. - Track follow-through on mapped accounts and co-sell motions. - Coordinate partner onboarding and training sessions for sales and solution teams. - Ensure partner sellers have up-to-date messaging, positioning, competitive insights, and sales resources. What Success Looks Like - Increased partner-sourced and influenced pipeline - Faster partner ramp and activation - Improved opportunity progression and win rates - Strong internal coordination and follow-through - Consistent execution against joint business plans What you'll bring: - Experience in GTM partnerships, sales, or strategy - Strong interpersonal skills and ability to collaborate cross-functionally - Preferred background in Sa ... (truncated, view full listing at source)