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Principal GSI & SI Partnerships

Docker· Sales
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Remote$203.7k - $291kFull-timePosted 1mo ago

About the role

Senior partner leader to build and lead Docker's engagement with Global Systems Integrators and SIs, focusing on AI Governance partnerships with GSIs/SIs (e.g., Accenture, Deloitte, EY, KPMG) to drive co-sell pipeline and revenue.

Responsibilities

  • GSI Strategy & Executive Engagement: Own Docker's global GSI/SI partnership strategy, prioritizing engagement across Accenture, Deloitte, EY, KPMG, and others; build executive relationships with GSI AI/GenAI practice leaders; develop strategic narrative and business case; represent Docker in executive briefings and joint planning; partner with Professional Services and field teams to share assets and build capabilities in the partner ecosystem.
  • Commercial Model & Monetization: Design and articulate how GSIs monetize Docker’s AI Governance platform; build joint solutions and packaged plays; negotiate and structure referral, resale, and co-delivery frameworks; align with Professional Services to augment service capacity.
  • Tactical GTM & Co-Sell Execution: Own end-to-end co-sell with GSI partners; collaborate with field sales on target accounts and joint plans; create enablement assets (playbooks, battlecards, training); conduct joint pipeline reviews.
  • AI Governance Practice Integration: Translate Docker’s AI Governance framework into GSI adoption language and assets; identify verticals and use cases; co-develop POVs, IP, and reference architectures with GSIs.
  • Team & Program Leadership: Build and scale the GSI/SI partnership function, define coverage, hiring, and rhythms; participate in the Partner Leadership Team; report on pipeline, revenue, and joint GTM progress to executives.

Qualifications

  • 12+ years in partnerships, alliances, or GTM leadership with GSIs/SIs (Accenture, Deloitte, EY, KPMG or similar) in B2B SaaS, infrastructure, or enterprise tech; strong existing GSI senior executive network.
  • Proven track record building joint commercial models with GSIs and generating co-sell pipeline and revenue.
  • Experience navigating GSI structures, practice leadership, industry verticals, and embedded partner offerings.
  • Familiarity with AI/GenAI transformation programs and how GSIs monetize AI advisory and implementation.
  • Background in developer tools, cloud-native infrastructure, or AI/security ecosystems is advantageous.

Skills

Required:Executive presenceStrategy & executionCommercial & deal-structuringCross-functional leadershipData-driven pipeline management

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, quarterly Whaleness Days, end-of-year Whaleness break.
  • Home office support – Set up your workspace for comfort and success.
  • Technology stipend – US$100 net per month.
  • Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
  • Parental leave – 16 weeks of paid parental leave after six months.
  • Equity for all full-time employees – Share in Docker's long-term success.
  • Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
  • Docker swag
Last updated Sep 9, 2026. Interested? Apply on the company site.
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Accelerated Container Application Development

Docker is a platform designed to help developers build, share, and run container applications. We handle the tedious setup, so you can focus on the code.

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