Senior Partner Sales Manager, Docker
€166.4-208k
OTE
+ Equity. Salary applicable to EU applicants only
More information about location
App development platform
Be an early applicant
App development platform
501-1000 employees
Be an early applicant
€166.4-208k
OTE
+ Equity. Salary applicable to EU applicants only
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
- Proven track record in building and scaling reseller or channel programs in a startup or high-growth environment
- 10+ years of enterprise and/or channel sales experience, including selling through solution partners or VARs
- Experience driving joint marketing programs with partners and generating net new pipeline
- Fluency in English is required; proficiency in an additional European language is a strong advantage (Dutch, Swedish, Norwegian, Danish or Finish)
- Background in software, developer tools, DevOps, or security preferred
- Bachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent experience)
What the job involves
- We are looking for an experienced Senior Partner Sales Manager to drive continued growth and success with Docker’s channel partners across North EMEA
- This role is ideal for someone who has operated in a startup or scale-up environment and enjoys building and maturing a high-performing reseller ecosystem
- You will be responsible for recruiting, enabling, and scaling solution partners and resellers, while working closely with Docker sales leadership and cross-functional teams to drive partner-sourced and partner-influenced revenue
- You will own a regional partner revenue target focused on partner-sourced, partner-influenced pipeline and ARR
- Partner Strategy & Channel Execution:
- Develop and execute regional reseller and channel partner plans aligned with Docker’s GTM strategy and revenue goals
- Recruit, onboard, and activate new solution partners and regional VARs
- Own partner pipeline management, including deal registration, forecasting, key account planning, and execution reviews
- Maintain regular partner cadence covering pipeline, performance, enablement needs, and growth opportunities
- Cross-Functional Collaboration:
- Partner closely with Docker Sales, Marketing, Product, and Technical Account teams to align partner motions and execution
- Ensure strong alignment between direct sales teams and reseller partners to maximize coverage and deal velocity
- Partner-Led Growth:
- Drive net new business through reseller-led and co-sell motions
- Enable partners with the training, tools, and assets required to effectively sell and support Docker’s product portfolio
- Activate joint sales plays, regional campaigns, and partner-driven demand generation initiatives
- 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, 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 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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