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Partner Sales Manager, Mid-Enterprise

Docker· Sales
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Remote$175k - $250kFull-timePosted 1mo ago

About the role

Role focused on partner-led growth for Docker’s Mid-Enterprise business, with emphasis on generating pipeline for the AI Governance solution through partner engagements, joint campaigns, and co-sell opportunities.

Responsibilities

  • Develop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals.
  • Prioritize partners, markets, and use cases with 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.

Qualifications

  • 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.
  • Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology is preferred.
  • Bachelor’s degree or equivalent professional experience.

Skills

Required:Enterprise salesPartner ecosystem managementPipeline management & forecasting

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.
  • Generous PTO, quarterly Whaleness Days, and end-of-year Whaleness break.
  • Home office support – Set up your workspace for comfort and success.
  • Technology stipend – US$100 net per month.
  • Annual learning & development stipend for conferences, courses, certifications, and continued learning.
  • 16 weeks paid parental leave after six months of employment.
  • Equity for all full-time employees.
  • Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
  • Docker swag.
Last updated Oct 7, 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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