Strategic Partner Program Lead, Docker
€166.4-208k
OTE
+ Equity
More information about location
App development platform
Open for applications
App development platform
501-1000 employees
Open for applications
€166.4-208k
OTE
+ 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+ years in Partner Programs, Channel Strategy, Alliances, or RevOps-adjacent roles
- Experience scaling an existing partner program to the next maturity stage
- Strong PRM expertise (Allbound, Channel Scalar, or similar platforms)
- Deep understanding of Salesforce & GTM systems architecture
- Proven ability to improve partner-sourced revenue metrics
- Experience across Channel and strategic alliances (GSIs, Hyperscalers, Tech Alliances)
- Strong cross-functional leadership and influence skills
What the job involves
- Docker has an established and growing Partner Program. As our ecosystem expands across Channel, GSIs, Hyperscalers, and Technology Alliances, we are hiring a Strategic Partner Program Lead to lead the next phase of maturity, scale, and operational excellence
- This role is responsible for defining and operationalizing Docker’s Ideal Partner Journey (IPJ) and ensuring seamless integration with our customer journey, revenue systems, and go-to-market engine
- This leader will bring structure, systems alignment, performance rigor, and measurable partner-driven growth to an already active and expanding ecosystem
- 1. Define, Manage & Optimize the Ideal Partner Journey (IPJ)
- Formalize and continuously improve Docker’s Ideal Partner Journey across:
- Partner recruitment
- Onboarding & enablement
- Lead management & deal registration
- Co-selling & GTM execution
- Tier progression & performance management
- Long-term scale
- Ensure alignment between the Partner Journey and Customer Journey — eliminating friction or disruption between the two
- Identify bottlenecks across:
- Systems
- Organizational structure
- Tooling, processes, and policies
- 2. Align Partnerships Strategy with RevOps & Systems
- Serve as the strategic bridge between Partnerships, Sales, and RevOps
- Translate business objectives into system requirements and phased operational plans
- Assess and optimize existing tooling (including Allbound and Channel Scalar):
- Activate unused modules
- Evaluate subscription expansions
- Improve integrations across Salesforce and the broader GTM stack
- Guide Sales Ops on technical evaluations where necessary
- Ensure scalable automation of IPJ and related frameworks (including Mariner)
- 3. Improve Partner-Driven Revenue Performance
- Drive measurable improvements across:
- Partner-led Lead → Opportunity conversion rates
- Average partner-led deal size
- Deal registration volume
- Deal registration close rate
- Define:
- Clear KPIs and MBOs for partner success
- Internal performance management processes
- Tiering structure (A/B/C or equivalent)
- Regional partner coverage and density strategy
- Ownership model (e.g., PSMs, regional leads, strategic accounts)
- 4. Expand Scope Across Ecosystem Types
- While Channel is the first priority, the ultimate scope includes:
- GSIs
- RSIs
- Hyperscalers
- Technology Alliances
- This role will ensure structural consistency while allowing for ecosystem-specific adaptations
- 5. Maintain a Living Market & Competitive View
- Maintain a dynamic SWOT analysis of Docker’s Partnerships & Alliances strategy
- Continuously evaluate ecosystem positioning and opportunities for leverage
- Ensure the program supports broader company initiatives (including AI Governance launch readiness)
- How You’ll Work
- This role follows a disciplined methodology:
- Define desired business outcomes
- Map the current partner journey
- Identify operational and systems gaps
- Build the foundational “skeleton” first
- Layer in technical systems and automation
- Execute each stage before moving to the next
- You will operate both strategically and operationally — setting direction while ensuring execution
- First 30 Days
- Learn, Assess, Align
- You’ll immerse yourself in Docker’s business, products, and global partner ecosystem
- You will:
- Assess the current Partner Program structure, systems, and revenue performance
- Map the Ideal Partner Journey (IPJ) and identify gaps in tooling, governance, and alignment
- Build strong cross-functional relationships across Sales, RevOps, Product, and Marketing
- Define priority areas for operational improvement and revenue acceleration
- By the end of month one, you’ll have a clear view of what’s working, what’s not, and where to focus first
- First 90 Days
- Build Structure & Activate
- You’ll move from assessment to execution
- Formalize and refine Docker’s Ideal Partner Journey
- Align PRM, Salesforce, Crossbeam workflows to support scalable partner engagement
- Define clear KPIs, tiering structure, and performance standards
- Improve deal registration and co-sell governance
- Begin driving measurable improvements in partner-sourced pipeline
- Define strategy and program on partner enablement leveraging MindTickle
- By day 90, you’ll have established the framework and operating rhythm needed to scale
- On Year Outlook
- Scale & Deliver Measurable Impact
- You’ll transform the Partner Program into a predictable, performance-driven revenue engine
- Increase partner-sourced and influenced revenue contribution
- Improve conversion rates, deal size, and program adoption
- Expand structural consistency across Channel, GSIs, Hyperscalers, and Technology Alliances
- Institutionalize automation, reporting, and governance across the ecosystem
- Establish Docker’s Partner Program as a competitive advantage in the market
- By the end of year one, success means measurable revenue impact, operational clarity, and a scalable partner framework aligned to Docker’s global growth strategy
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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