Partner Sales Manager, Docker
Mid-Enterprise
$175-250k
OTE
Plus Equity
More information about location
App development platform
Posted today
App development platform
1001+ employees
Posted today
$175-250k
OTE
Plus Equity
More information about location
1001+ employees
Company mission
To simplify the lives of developers building world-changing apps.
Role
Who you are
- 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
- 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
What the job involves
- We are looking for an experienced Partner Sales Manager, Mid-Enterprise to drive partner-led growth across Docker’s Mid-Enterprise business
- The primary focus of this role will be generating pipeline for Docker’s AI Governance solution
- Working closely with Docker’s Mid-Enterprise sales organization and priority channel partners, you will develop scalable sales plays, activate joint campaigns, and advance partner-sourced and partner-influenced opportunities from identification through close
- You will own a partner revenue target focused on pipeline and ARR, transforming successful partner engagements into repeatable programs that expand market coverage and scale across sellers, partners, and regions
- 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
- Key Performance Indicators:
- Partner-sourced and partner-influenced pipeline and ARR
- Pipeline coverage and forecast accuracy
- Adoption and performance of repeatable partner plays
- Active pipeline-generating partners
- Seller participation in partner programs
- Opportunity conversion, win rate, and deal velocity
- First 30 Days – Orientation & Foundation:
- 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
- First 60 Days – Partner Cadence & Planning:
- 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
- First 90 Days – Execution & Momentum:
- 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
- One-Year Outlook:
- 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
Our take
Docker supplies a hub and desktop solution to simplify the workflow of app development teams. Originally known for popularising the idea of containerising software, it saw itself outpaced by Kubernetes. However, the company has identified a problem with the growing complexity of containerisation, with some apps consisting of dozens or even hundreds of containers - which is what it now addresses.
Docker has had a difficult time in the past, with 2019 seeing it sell off its enterprise business, reduce its workforce by hundreds, and change its leadership team. As a well known brand and ecosystem for containerisation, however, it aims to lure developers back to its product as well as to take advantage of the growing global demand for app development.
Returning to focus on developers rather than large companies was certainly a gamble, but one that seems to have paid off. The company has returned to profitability and raised Series C funding in 2022, which has been used to hire new talent, ramping up its business, and continuing to develop and refine its product. On top of this bounce back to success, it's also embarked on a series of acquisitions to bolster its business.
Steph
Company Specialist at Welcome to the Jungle
Insights
47% employee growth in 12 months
Company
Funding (last 2 of 13 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $526m
Company benefits
- 100% company paid medical premiums for employees and dependents
- Flexible Time Off Policy
- Employer Paid Holidays
- Generous Parental Leave (after 6 months of employment)
- Home Office Set Up Budget
- Monthly Technology Stipend
- Training Allowances
- Life and Disability Insurance
- Retirement Plans
- Virtual and In-Person Social Events
- Docker Swag
- Quarterly Hackathons
Company HQ
China Basin, San Francisco, CA
Leadership
Don Johnson
(CEO)Prior to joining Docker in 2025, Don spent nearly 9 years at Oracle in various Engineering/VP roles. Before that, they spent over 7 years at Amazon as a Software Development Engineer and Principal Engineer.
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