Principal Global System Integrator & System Integrator Partnerships, Docker
$203.7-291k
OTE
+ Equity
More information about location
App development platform
Be an early applicant
App development platform
1001+ employees
Be an early applicant
$203.7-291k
OTE
+ Equity
More information about location
1001+ employees
Company mission
To simplify the lives of developers building world-changing apps.
Role
Who you are
- 12+ years in partnerships, alliances, or GTM leadership, with substantial direct experience building and running relationships with GSIs/SIs (Accenture, Deloitte, EY, KPMG, or similar) at a B2B SaaS, infrastructure, or enterprise technology company. With strong existing network at the GSI senior exec level
- Proven track record of building joint commercial models with GSIs and converting relationships into measurable co-sell pipeline and revenue
- Experience navigating GSI internal structures, practice leadership, industry verticals, delivery organizations and knowing how to get a technology partner embedded into their offerings
- Familiarity with AI/GenAI transformation programs, consulting delivery models, and how GSIs structure and monetize AI advisory and implementation work
- Background in developer tools, cloud-native infrastructure, or AI/security ecosystems is a strong advantage
- Executive presence with the credibility to engage GSI practice leaders and partner C-suite as a peer
- Dual fluency in strategy and execution, equally comfortable shaping a multi-year GSI strategy and running a weekly pipeline review with field sales
- Strong commercial and deal-structuring acumen; able to design win-win economics that make Docker a priority practice for GSI partners
- Skilled cross-functional operator, able to align Sales, Product, and Marketing behind a coherent GSI engagement motion
- Data-driven: comfortable owning GSI-sourced/influenced pipeline reporting and practice development metrics
- Excellent narrative and positioning skills, able to translate Docker's AI Governance story into language that resonates with consulting and advisory audiences
What the job involves
- We're looking for a Principal, GSI & SI Partnerships to build and lead Docker's engagement with the world's largest consultancies and systems integrators; Accenture, Deloitte, EY, KPMG, and others, as both a strategic force multiplier for our AI Governance narrative and a tactical revenue engine through co-sell
- This is a dual-altitude role. At one level, you are the executive relationship-holder who gets Docker a seat at the table inside GSI AI practices; shaping how they build, package, and go to market with AI transformation offerings. At the other, you are the operator who turns those relationships into pipeline: enabling sales teams, building joint plays, and driving deals to close. You will define how Docker becomes the trusted infrastructure partner GSIs build their AI consultancy motions on top of and how they make money doing it
- Key Stakeholders & Cross-Functional Partnerships:
- Primary: CRO and Sales Leadership; Global Alliances Leadership; Partner Leadership Team
- Primary: Professional Services, Field Sales and Solutions Engineering teams (co-sell enablement and execution)
- Secondary: Product Marketing, Demand Generation, Ecosystem Marketing
- Secondary: Cloud & Channel Partnerships, Technology Alliances, Product Management
- External: Accenture, Deloitte, EY, KPMG, and other GSIs/SIs including their AI/GenAI practice leadership, industry verticals, and delivery organizations
- Own Docker's global GSI/SI partnership strategy, prioritizing and sequencing engagement across Accenture, Deloitte, EY, KPMG, and other top-tier consultancies
- Build and sustain executive-level relationships with GSI AI/GenAI practice leaders, identifying where Docker's AI Governance capabilities plug directly into their existing AI transformation and consulting offerings
- Develop the strategic narrative and business case that positions Docker as the infrastructure and governance layer GSIs need to de-risk and scale their clients' AI initiatives
- Represent Docker in executive briefings, QBRs, and joint planning sessions with GSI leadership, establishing Docker as a preferred, differentiated partner rather than a vendor line item
- Partner with Professional Services and field teams to both share appropriate service assets and build the service’s capabilities Docker needs in the partner ecosystem to serve our mutual customers
- Design and articulate a clear "how GSIs make money with Docker" story, connecting Docker's AI Governance platform to GSI services revenue, delivery methodologies, and staffing models
- Build joint solution offerings and packaged plays with GSIs that combine their advisory/delivery capability with Docker's platform, creating a repeatable, sellable motion for both sides
- Negotiate and structure commercial frameworks (referral, resale, co-delivery) that align incentives and make Docker an attractive, profitable practice area for GSI partners. Align with Professional Services to build the service partner capacity needed to augment PS
- Own end-to-end co-sell execution with GSI partners, from lead generation and account mapping through joint pursuit and deal closure
- Partner directly with Docker's field sales organization to identify target accounts, build joint account plans, and drive GSI-sourced and GSI-influenced pipeline
- Build the enablement infrastructure (playbooks, battlecards, training) that equips both Docker sellers and GSI teams to identify, position, and close joint opportunities
- Establish a consistent cadence of joint pipeline reviews with GSI partners and internal sales leadership, ensuring strategic intent translates into closed revenue
- Work closely with Product and Product Marketing to translate Docker's AI Governance framework (Containment, Curation, Control) into language and assets GSI practices can readily adopt into their own AI transformation offerings
- Identify and prioritize the GSI industry verticals and use cases (e.g., regulated industries, agent-based transformation) where Docker's governance story creates the clearest differentiation and urgency
- Partner with GSIs to co-develop points of view, joint IP, and reference architectures that embed Docker into their AI transformation methodology
- Build out the GSI/SI partnership function as it scales — defining coverage models, hiring needs, and operating rhythms as engagement deepens across additional GSIs
- Serve as a member of the Partner Leadership Team, contributing GSI/SI strategy and results to the broader partner ecosystem narrative
- Report on GSI-sourced and GSI-influenced pipeline and revenue, practice development progress, and joint GTM plan execution to executive stakeholders
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.
Share this job
View 42 more jobs at Docker