ISV Partnership Director

Summary

Join Docker's remote-first team as the ISV Tech Ecosystem Alliance Leader, driving strategic partnerships within the technology ecosystem. This critical role involves optimizing existing alliances, identifying new opportunities, expanding market reach, enhancing Docker's product capabilities through integrations, and fostering innovation through collaborative projects. Reporting to the Global VP of Channels and Strategic Alliances, success requires a blend of strategic, technical, and relationship-building skills. Responsibilities include developing strategic partnerships, formulating alliance strategies, managing negotiations and relationships, overseeing programs, collaborating cross-functionally, gathering market intelligence, enabling partners, and measuring performance. The ideal candidate possesses extensive experience in enterprise software and ecosystem development, strategic partnership leadership, and technical fluency. Docker offers various benefits, including flexible work arrangements, parental leave, technology stipends, PTO, hackathons, training stipends, equity, and Docker swag.

Requirements

• 10–15+ years of experience in enterprise software, with at least 5+ years in ecosystem, alliances, or ISV leadership roles
• Prior experience working with or at a DevOps, cloud-native, or developer tooling company
• Proven track record building and scaling technical partnerships with ISVs (e.g., security, CI/CD, observability, registry, or SCM platforms)
• Ability to define and execute global partner strategy, including segmentation (strategic vs. opportunistic), tiering, co-sell programs, and technical integration depth
• Deep understanding of how to create and deliver joint GTM plans, co-marketing campaigns, and pipeline-driving activities
• Strong capability in managing executive-level relationships and driving joint business planning (e.g. QBRs, OKRs, co-investment frameworks)
• Solid understanding of modern developer workflows and technologies, including: Docker and containers
• Supply Chain Security tools and techniques
• DevSecOps tools and APIs
• Ability to speak fluently with engineering and product teams about integration requirements, standards and roadmap alignment
• Experience aligning partner strategies with field GTM, including: Co-sell and channel motion coordination
• Field training and enablement
• Account mapping and joint selling with strategic ISVs

Responsibilities

• Scout for potential strategic alliances within the tech ecosystem that align with Docker’s product roadmap and business goals. Prioritize partnerships that can deliver significant value through integration, co-development, or go-to-market strategies
• Develop a comprehensive partnership strategy that includes partner selection criteria, goals for each partnership, and a clear plan for achieving those goals. Ensure alignment with Docker’s strategic objectives
• Lead the negotiation of partnership agreements, focusing on creating mutually beneficial arrangements. Act as the primary point of contact for strategic partners, maintaining strong, productive relationships
• Oversee joint initiatives with partners, such as co-marketing campaigns, co-developed product features, and integrated solutions. Ensure these programs are executed effectively and achieve predefined success metrics
• Work closely with internal teams, including product development, sales, marketing, and legal, to align partnership activities with overall business strategies and operational capabilities
• Continuously monitor the tech ecosystem for emerging trends, technologies, and potential partners. Use this information to adjust partnership strategies and maintain a competitive edge
• Develop resources and programs to support partners, ensuring they have the necessary knowledge, materials, and support to effectively engage with Docker's products and solutions
• Track and analyze the performance of partnership programs against objectives. Provide regular reports to senior management on partnership outcomes, insights, and recommendations for improvement

Benefits

• Freedom & flexibility; fit your work around your life
• Designated quarterly Whaleness Days
• Home office setup; we want you comfortable while you work
• 16 weeks of paid Parental leave
• Technology stipend equivalent to $100 net/month
• PTO plan that encourages you to take time to do the things you enjoy
• Quarterly, company-wide hackathons
• Training stipend for conferences, courses and classes
• Equity; we are a growing start-up and want all employees to have a share in the success of the company
• Docker Swag
• Medical benefits, retirement and holidays vary by country