Partner Sales Manager

Summary

Join Docker's remote-first team as a Channel Manager based in the Western US to drive growth with channel partners. You will develop and execute strategic plans, collaborate with internal teams, and enable partner-led growth. Success in this role requires a proven track record in a startup channel environment, at least 10 years of enterprise/channel selling experience, and experience driving marketing programs with partners. A BSc degree in a relevant field is also required. The role involves building relationships with partners, launching joint campaigns, and driving partner enablement initiatives. Long-term, you will establish high-value relationships and drive measurable growth in partner-sourced pipeline and revenue.

Requirements

• Track record of success in a startup channel environment with channel partners
• A minimum enterprise/channel selling experience of 10 years working in field sales through Solution Partners or in a Channel Management role for enterprise software companies focused
• Experience in driving marketing programs with partners and generating net new revenue
• Experience in software sales, developer tools or security
• BSc degree in Sales, Business Administration, Marketing or relevant field
• Get fully onboarded on Docker’s sales motions, tools, and internal processes
• Learn the Docker partner model and understand key partner types (e.g., distributors, cloud marketplaces, GSIs, regional VARs)
• Meet and build rapport with priority partners across key regions
• Establish cross-functional relationships across Sales, Marketing, Product, and Customer Success
• Draft a high-level partner go-forward plan, including recruitment, onboarding, and engagement priorities for the year
• Deepen engagement with top existing partners through structured check-ins and mutual goal-setting
• Define and align performance metrics and expectations with key partners
• Collaborate with Marketing to build a regional partner marketing plan
• Align on pipeline development strategies with ecosystem and channel partners
• Launch initial joint sales and marketing campaigns with partners and regional sales teams
• Drive partner enablement initiatives in alignment with sales teams, ensuring clear collaboration workflows
• Begin tracking early performance indicators for sourced pipeline and partner-influenced opportunities
• Establish long-term, high-value relationships with strategic and regional partners
• Drive measurable growth in partner-sourced pipeline, net new ARR, and renewal revenue
• Support product adoption and developer engagement through partner-led efforts and localized initiatives
• Continuously refine the partner engagement model based on performance, feedback, and market trends

Responsibilities

• Develop and Execute Strategic Plans : Define and implement partner-focused business strategies. Maintain regular communication on pipeline status, key accounts, partner progress, resource needs, challenges, and milestones
• Drive Cross-Functional Collaboration : Partner with Sales, Marketing, Product, and other internal teams to ensure clear alignment on goals, roles, and execution plans for generating and closing partner-driven opportunities
• Enable Partner-Led Growth : Collaborate closely with Docker sales leadership and partners to drive net new business. Equip partners with the knowledge and tools they need to effectively sell and support the full Docker product portfolio

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