Director of Partner Solution Engineer, Docker

• 8+ years of experience leading technical partner engineering, partner solutions, or pre-sales teams for distributed systems, developer platforms, or cloud infrastructure companies
• Proven success in guiding teams that support channel partnerships, strategic alliances, and joint go-to-market initiatives
• Minimum of 5 years in management, including hiring, mentoring, and scaling high-performing partner-facing technical teams
• Deep understanding of partner ecosystems including ISVs, CSPs (AWS, Azure, GCP), Systems Integrators, and VARs
• Strong experience in software supply chain security, security governance, DevOps, DevSecOps, or developer productivity technologies
• Deep technical understanding of containerization, cloud-native architectures, CI/CD pipelines, and developer tools
• Demonstrated ability to build scalable partner enablement programs (technical learning paths, certifications, workshops)
• Excellent communication and executive presentation skills, with the ability to build trust across technical and business audiences at both partner and customer organizations
• Strong strategic thinking with proven ability to influence cross-functional teams and drive complex initiatives
• If you're excited about enabling partners to deliver exceptional outcomes for joint customers while building a best-in-class Partner SE organization, we'd love to hear from you

Desirable

• As Docker continues its rapid growth, we're seeking an inspiring and experienced Director of Partner Solution Engineering to lead a world-class team
• Docker helps organizations solve complex challenges in modern software supply chains, security governance, and AI-driven development
• This role offers the opportunity to shape how our strategic partners, including ISVs, CSPs, SIs, and VARs, adopt and deliver transformative technologies that make developers more productive and secure
• As Director of Partner Solution Engineering, you will lead a high-performing technical organization responsible for driving partner enablement, joint go-to-market initiatives, and technical excellence across Docker's partner ecosystem
• You will collaborate closely with Partner Sales, Technical Alliances, Product, and Engineering to develop scalable technical partnership strategies that help partners successfully integrate, sell, and deliver Docker's platform
• Your focus will be on enabling your team to drive partner technical readiness, co-innovation, and mutual customer success while building repeatable models for partner engagement at scale
• Lead, develop, and inspire a team of Partner Solution Engineers, ensuring professional growth and high performance across multiple partner segments (ISVs, CSPs, SIs, VARs)
• Build and scale the Partner SE organization to support Docker's expanding partner ecosystem and geographic coverage
• Foster a culture of innovation, collaboration, and continuous learning focused on partner success and technical excellence
• Coach, mentor, and empower your team to engage effectively with diverse partner organizations and communicate complex technical concepts clearly
• Establish repeatable processes and programs for partner technical enablement, including scalable learning paths, certifications, technical deep-dives, and integration workshops
• Design and deliver both 1:1 strategic enablement for key partners and 1-to-many programs that drive adoption across the broader partner ecosystem
• Create technical content, integration guides, architectural diagrams, reference architectures, and enablement videos tailored for partners
• Develop partner-specific technical sales plays, solution validation frameworks, and proof-of-value methodologies that highlight Docker's differentiated value
• Partner with the Partner Sales organization to drive joint account planning, co-selling opportunities, and "sell-with" and "sell-through" motions
• Guide partners through solution design, technical validation, and evaluation processes to achieve joint customer success and sales goals
• Support product positioning and technical validation during joint sales engagements, ensuring clarity on what's GA and ready for delivery
• Define and track metrics for partner technical readiness, engagement quality, and revenue impact
• Collaborate with Product and Engineering teams to share Voice of the Partner, influencing roadmap priorities and co-building initiatives
• Guide beta/EAP program participation with strategic partners, gathering feedback on new features and integration requirements
• Work closely with the Technical Alliances team on roadmap alignment, technical integrations with CSPs and ISVs, and partner-driven feature requests
• Champion regional partner technical needs and priorities in internal planning discussions (FedGov, EMEA, APAC)
• Collaborate with Field SEs to ensure alignment with market-specific requirements, share learnings, and avoid duplication of effort
• Partner with Marketing to support partner events, conferences, webinars, and demand generation programs
• Work with Sales leadership to define partner success metrics, performance standards, and technical excellence measures
• Represent Docker at partner events and conferences as a technical expert and evangelist
• Create an environment of continuous improvement focused on partner outcomes, operational excellence, and scalable processes
• Develop internal enablement programs that enhance partner SE capabilities and share best practices across teams
• Establish tools, systems, and workflows that enable efficient partner engagement and measurement
• Build strong feedback loops to iterate on enablement strategies based on data-driven insights and partner performance
• 30 Days
• Successfully onboard, gaining familiarity with Docker's platform, partner ecosystem, and partner go-to-market strategy
• Establish relationships with your team, Partner Sales, Technical Alliances, Field SE leadership, and key cross-functional partners
• Begin shadowing partner calls, reviewing existing enablement materials, and understanding current partner technical capabilities
• Learn tooling (Salesforce, Looker, Docker platform, PRM) and connect with internal stakeholders
• 90 Days
• Develop and align a 12-month strategic plan with Partner Sales, Technical Alliances, and Product leadership
• Begin executing key initiatives focused on improving partner technical readiness, enablement program quality, and joint sales effectiveness
• Lead enablement sessions for selected strategic partners and support joint-account planning activities
• Produce initial partner-facing technical content and establish your voice as a technical leader in the partner ecosystem
• 1 Year
• Scale and enable a high-impact Partner Solution Engineering organization that drives measurable partner success and revenue growth through the channel
• Own the technical strategy for one or more partner segments with documented processes, metrics, and success stories
• Become a trusted advisor across Partner Sales, Product, Engineering, and Technical Alliances by championing partner insights and technical excellence
• Demonstrate quantifiable improvements in partner technical closure rates, joint sales velocity, and partner satisfaction scores
• Build a reputation as a thought leader in the partner ecosystem, representing Docker effectively at partner events and conferences
• Docker is at the forefront of developer productivity and software supply chain security. As Director of Partner Solution Engineering, you'll have the opportunity to:
• Shape the technical strategy for how Docker scales through its partner ecosystem
• Build and lead a world-class team of Partner Solution Engineers
• Work with industry-leading partners including major cloud providers, security vendors, and global system integrators
• Influence product direction based on partner and customer insights
• Make a measurable impact on Docker's growth through the channel
• Collaborate with passionate, talented teams across Sales, Product, Engineering, and Alliances
• This is a high-impact leadership role for someone who thrives at the intersection of deep technical expertise, strategic partnership development, and team building