Global Strategic Technology Alliances Director, Docker
$215.2-269k
OTE
Listed salary applies to the US only, and may vary in other locations. Plus equity
More information about location
App development platform
Be an early applicant
App development platform
501-1000 employees
Be an early applicant
$215.2-269k
OTE
Listed salary applies to the US only, and may vary in other locations. Plus equity
More information about location
501-1000 employees
Company mission
To increase the time developers spend on innovation, and decrease the time they spend on everything else.
Role
Who you are
- 10–15+ years in enterprise software, strategic alliances, OEM partnerships, or technology business development
- Experience managing executive-level relationships with hyperscalers, AI platform providers, and/or OEM partners
- Strong technical fluency in cloud-native architectures, containers, AI/ML ecosystems, and developer tooling
- Experience structuring OEM agreements, embedded technology partnerships, or distribution-led growth motions
- Proven ability to build and execute joint business plans that drive revenue impact
- Executive presence, structured thinking, and exceptional organizational follow-through
What the job involves
- Docker is hiring a senior ecosystem leader to own and expand our most strategic technology partnerships — including global AI and cloud platform leaders, OEM partners, and foundational infrastructure providers such as Microsoft, NVIDIA, OpenAI, and others
- This is a high-impact role focused on a small number of executive-level relationships that require deep technical engagement, multi-year strategic alignment, joint solution development, and OEM distribution strategy. You will operate at the intersection of product, engineering, and go-to-market — ensuring our ecosystem partnerships drive meaningful customer adoption and revenue impact
- This role reports to the Global VP of Channels and Strategic Alliances
- Lead Docker’s relationships with a defined set of strategic AI, hyperscaler, and OEM partners
- Drive executive alignment, roadmap coordination, and long-term joint strategy
- Lead executive business reviews and strategic planning sessions
- Collaborate with Product and Engineering to align roadmaps, integrations, and OEM embedding opportunities
- Engage credibly in architecture discussions with senior technical leaders
- Translate technical capabilities into differentiated joint solutions and bundled offerings
- Define joint value propositions and solution narratives
- Enable field teams for co-sell and strategic account engagement
- Develop OEM distribution strategies that expand Docker’s reach through embedded or bundled models
- Drive measurable pipeline, distribution leverage, and revenue outcomes from ecosystem initiatives
- Coordinate across Product, Engineering, Sales, Marketing, Finance, and Legal
- Maintain disciplined follow-up, action tracking, and executive communication
- Ensure strategic initiatives translate into operational execution and measurable results
- First 30 days:
- Understanding the Business, Technology, and Ecosystem: Initial weeks are often dedicated to understanding the company's products, services, and the specific market segment it operates within. This period is crucial for grasping the business model, sales processes, partner landscape and tools
- Building Relationships: Start forming relationships with your team, peers, and other departments. Understanding the dynamics and how your team fits into the broader company objectives is key
- Learning from Data: Review historical sales data, market research, and partner feedback to identify trends, strengths, weaknesses, opportunities, and threats
- Initial Strategy Development: Begin forming ideas on how to approach your global responsibilities, including potential changes or enhancements to the sales and partner strategy
- First 90 days:
- Detailed Partner Sales Strategy: By now, you should be ready to refine or develop a partner sales strategy that aligns with the company's goals. This strategy might include targeting new partner sales motions, expanding into new territories, or working with the product teams to open up new lines of business
- Team Structure: By now you should have settled into the role and can define the internal and external resources and relationships to execute on your plan
- ISV and Ecosystem Engagement: Start engaging more actively with the market through partner visits, participation in industry events, or direct outreach to key partner employees
- One-year Outlook
- Achieving Quota Targets: By the end of the first year, you should be hitting or exceeding your sales targets. Consistent performance review and adjustments to strategies will be key
- Team Development: Develop your resources and team so that they’re operating at a high level across discovery, executing our Partner Sales methodologies and overall Partner Sales Excellence
- Strategic Leadership: Establish yourself as a strategic leader within the company, contributing to broader business strategies and innovations
- Expansion and Scaling: Look for opportunities to expand your partner’'s presence, either by exploring new markets, launching new product lines, or optimizing sales channels
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 recent 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 is cited to fund hiring new talent, ramping up its business, and continuing to develop and refine its product. It's also embarked on a series of acquisitions to bolster its business, with speculation mounting about its possible sale in the near future.
Steph
Company Specialist at Welcome to the Jungle
Insights
47% employee growth in 12 months
Company
Funding (last 2 of 11 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $498m
Company benefits
- 100% company paid medical premiums for employees and dependents
- Flexible Time Off Policy
- “Whaleness” Days — At least 1 company wide day off per month
- Employer Paid Holidays
- Generous Maternity and Parental Leave
- 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
- Virtual Coffee with Co-Workers
Company HQ
China Basin, San Francisco, CA
Leadership
Don Johnson
(CEO)Previously Executive Vice President of Infrastructure at Oracle, was a Principal Engineer at Amazon and a Lead Software Engineer at RealNetworks.
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