Channel Operations Specialist, Docker
Revenue Operations
$103.2-129k
Salary benchmarked on USD rates and may differ on location + Equity
More information about location
App development platform
Be an early applicant
App development platform
501-1000 employees
Be an early applicant
$103.2-129k
Salary benchmarked on USD rates and may differ on location + 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
- 3–5+ years of experience in Channel Operations with strong understanding of Revenue Operations principles
- Demonstrated success driving cross-functional initiatives and operational process improvements
- Experience working with partner ecosystems and a passion for scalable, automated workflows
- Strong analytical, problem-solving, and communication skills with a bias for structured execution
What the job involves
- Manage and maintain the partner pricebook for real-time accuracy and timely SKU updates aligned with new products
- Optimize partner account structures to improve onboarding, hierarchy, and agreement reviews through cross-functional collaboration
- Develop and implement standardized partner margin frameworks for predictable, transparent, and auditable calculations
- Lead discovery, design, and development of tools and integrations connecting partner systems to Docker's CPQ/PRM ecosystem for better efficiency and partner experience
- Define, operationalize, and continuously refine processes for Docker-sourced vs. partner-sourced opportunities, including deal registration and approval
- Enhance quoting workflows to increase speed, accuracy, and partner supportability
- Build and scale self-serve workflows to streamline partner-sourced transactions, reducing manual touchpoints and accelerating deals
- Deliver reporting, analytics, and insights to measure partner performance, pipeline contribution, and operational health, informing strategy and optimization
- First 30 Days
- Complete a first-class onboarding experience including equipment setup, swag, and structured training
- Learn how to navigate core tools such as Salesforce, Ironclad, ZoomInfo, and the Docker Partner Portal
- Gain foundational understanding of Docker’s current channel quoting process, partner account creation workflows, and operational systems
- By the end of the first month, demonstrate proficiency with systems, data flows, and daily responsibilities
- First 60 Days
- Deepen your understanding of Docker’s product catalog, packaging, pricing, and discounting constructs to inform the Partner Pricebook strategy
- Evaluate current deal registration workflows; begin outlining automation recommendations for partner-sourced transactions
- Assess end-to-end partner lifecycle operations—from onboarding to transaction—identifying early opportunities for simplification and scale
- Begin building cross-functional relationships with RevOps, PMM, Partnerships, Finance, and GTM Systems
- First 90 Days & Expected Long Term Outcomes
- Deliver an updated Partner Pricebook and define ownership processes, SLAs, and update cadences
- Recommend a scalable governance model for SKU updates and partner communication
- Map current vs. optimized deal registration workflows and propose improvements
- Provide a prioritized automation roadmap and launch at least one low-effort workflow enhancement
- Complete discovery across CPQ, PRM, and partner tools and create an integration requirements brief
- Identify and deliver quoting workflow improvements that increase accuracy or reduce cycle time
- Propose a scalable framework for partner margin calculation and related approval logic
- Build an initial partner performance dashboard and define ongoing reporting requirements
- Establish strong cross-functional partnerships and become the operational go to for partner workflows
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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