Note: The job is a remote job and is open to candidates in USA. Docker is a developer tooling company providing products and infrastructure for building, sharing, and running applications. The Partner Sales Manager, Mid-Enterprise will drive partner-led growth by generating pipeline for Docker’s AI Governance solution, developing scalable sales plays, activating joint campaigns, and advancing partner-sourced and partner-influenced opportunities through close. The role owns partner pipeline and ARR targets while collaborating with sales, marketing, technical teams, and channel partners.
Responsibilities
- Develop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals
- Prioritize the partners, markets, and use cases with the greatest potential to generate pipeline at scale
- Build strong relationships with priority resellers, solution providers, and distributors
- Establish clear operating cadences covering joint planning, pipeline, forecasting, enablement, and performance
- Create repeatable partner sales plays that drive account engagement and qualified pipeline
- Lead account mapping and prioritization with partners and Docker sales teams
- Activate joint campaigns, events, workshops, and outbound programs with Partner Marketing and Demand Generation
- Build the playbooks, messaging, training, and engagement workflows required for consistent execution
- Measure and refine programs based on adoption, conversion, pipeline contribution, and revenue
- Own partner-sourced and partner-influenced pipeline generation and ARR
- Connect partners with Docker sellers and drive joint opportunities through qualification, progression, and close
- Maintain regular pipeline and forecast reviews with priority partners and sales leadership
- Identify risks, remove blockers, and implement actions that improve conversion and deal velocity
- Ensure partner activity is connected to measurable commercial outcomes
- Enable partners to position Docker as trusted infrastructure for secure and governed AI-assisted software development
- Translate Docker’s AI governance strategy into practical customer use cases and repeatable partner conversations
- Identify segments and opportunities where AI adoption, governance, or software supply-chain security create customer urgency
- Partner with Product Marketing and technical teams to develop sales plays, workshops, and enablement assets
- Partner closely with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations
- Align direct sellers and partners around target accounts, opportunities, and clear rules of engagement
- Increase field adoption by making partner programs simple, relevant, and valuable to sellers
- Bring partner and market feedback into Docker’s go-to-market planning
- 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
- 10+ years of enterprise sales, channel sales, alliances, or partner management experience in B2B technology
- Proven success generating pipeline and revenue through resellers, solution providers, VARs, or distributors
- Experience building scalable partner sales plays and joint demand-generation programs
- Strong pipeline management, forecasting, account-mapping, and co-sell experience
- Track record of aligning direct sellers and partners around shared revenue goals
- Bachelor's degree or equivalent professional experience
- Outcome-driven, with a strong focus on pipeline, revenue, and customer growth
- Able to turn successful partner engagements into repeatable, scalable programs
- Commercially rigorous and comfortable owning targets, forecasts, and performance reviews
- Strong field operator who can earn seller trust and move opportunities forward
- Skilled cross-functional collaborator across sales, marketing, technical teams, and partners
- Clear communicator who can translate Docker's platform and AI governance strategy into customer value
- Data-driven and able to focus investment on the partners and programs producing the strongest results
- Docker does not offer visa sponsorship for this role
- Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology is 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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