Note: The job is a remote job and is open to candidates in USA. Docker is a globally distributed company building developer tools and infrastructure for building, sharing, and running applications. The Partner Sales Manager will drive growth across US Central by recruiting, enabling, and scaling solution partners and resellers, while managing partner-sourced and partner-influenced pipeline and revenue. The role collaborates with sales, marketing, product, and technical account teams to execute partner-led growth initiatives.
Responsibilities
- Develop and execute regional reseller and channel partner plans aligned with Docker’s GTM strategy and revenue goals
- Recruit, onboard, and activate new solution partners and regional VARs
- Own partner pipeline management, including deal registration, forecasting, key account planning, and execution reviews
- Maintain regular partner cadence covering pipeline, performance, enablement needs, and growth opportunities
- Partner closely with Docker Sales, Marketing, Product, and Technical Account teams to align partner motions and execution
- Ensure strong alignment between direct sales teams and reseller partners to maximize coverage and deal velocity
- Drive net new business through reseller-led and co-sell motions
- Enable partners with the training, tools, and assets required to effectively sell and support Docker’s product portfolio
- Activate joint sales plays, regional campaigns, and partner-driven demand generation initiatives
- Complete onboarding across Docker’s sales motions, tools, and processes
- Learn Docker’s partner model and key partner segments (distributors, resellers, VARs, cloud marketplaces)
- Build relationships with internal stakeholders and priority regional partners
- Develop a high-level regional reseller strategy and engagement plan
- Establish structured engagement and joint planning with top partners
- Align on partner performance metrics, pipeline expectations, and enablement priorities
- Collaborate with Marketing on a regional partner demand-generation plan
- Align pipeline development strategies with regional sales leadership
- Launch initial joint sales and marketing initiatives with reseller partners
- Drive partner enablement and define clear co-sell and deal engagement workflows
- Begin tracking early performance indicators for partner-sourced and partner-influenced pipeline
- Build durable, high-value relationships with strategic and regional reseller partners
- Drive measurable growth in partner-sourced pipeline, net new ARR, and renewals
- Expand Docker’s regional coverage and market penetration through partner-led GTM
- Continuously refine the reseller engagement model based on performance, feedback, and market trends
Skills
- • Proven track record in building and scaling reseller or channel programs in a startup or high-growth environment
- • 10+ years of enterprise and/or channel sales experience, including selling through solution partners or VARs
- • Experience driving joint marketing programs with partners and generating net new pipeline
- • Bachelor's degree in Business, Sales, Marketing, or a related field (or equivalent experience)
- • Background in software, developer tools, DevOps, or security preferred
Benefits
- Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
- Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
- Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
- Home office support – Set up your workspace for comfort and success.
- Technology stipend – Equivalent to US$100 net per month to help support your work.
- Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
- Parental leave – 16 weeks of paid parental leave after six months of employment.
- Equity for all full-time employees – Share in Docker's long-term success as we continue to grow.
- Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
- Docker swag – Because representing the whale never gets old.
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