Global ISV Partnership Director, Docker
$253.6-317k
OTE
+ Equity
Docker
Expert level
Remote from US
More information about location
App development platform
Be an early applicant
App development platform
501-1000 employees
B2BInternal toolsSaaSDevOpsCloud Computing
Be an early applicant
$253.6-317k
OTE
+ Equity
Docker
Expert level
Remote from US
More information about location
501-1000 employees
B2BInternal toolsSaaSDevOpsCloud Computing
Company mission
To increase the time developers spend on innovation, and decrease the time they spend on everything else.
Role
Who you are
- Success as the Global Leader for ISV and Tech Ecosystem at Docker requires a strong mix of strategic, technical, and relationship-building skills. Including Strategic Ecosystem Vision, Strong Cross Functional Leadership, Technical Credibility, Execution and Outcome Focused, Market Awareness and Competitive Insight
- 10–15+ years of experience in enterprise software, with at least 5+ years in ecosystem, alliances, or ISV leadership roles
- Prior experience working with or at a DevOps, cloud-native, or developer tooling company
- Proven track record building and scaling technical partnerships with ISVs (e.g., security, CI/CD, observability, registry, or SCM platforms)
- Ability to define and execute global partner strategy, including segmentation (strategic vs. opportunistic), tiering, co-sell programs, and technical integration depth
- Deep understanding of how to create and deliver joint GTM plans, co-marketing campaigns, and pipeline-driving activities
- Strong capability in managing executive-level relationships and driving joint business planning (e.g. QBRs, OKRs, co-investment frameworks)
- Solid understanding of modern developer workflows and technologies, including:
- Docker and containers
- Supply Chain Security tools and techniques
- DevSecOps tools and APIs
- Ability to speak fluently with engineering and product teams about integration requirements, standards and roadmap alignment
- Experience aligning partner strategies with field GTM, including:
- Co-sell and channel motion coordination
- Field training and enablement
- Account mapping and joint selling with strategic ISVs
- Success in this role requires a blend of strategic thinking, operational excellence, technical savvy, and leadership skills
What the job involves
- The Docker ISV Tech Ecosystem Alliance Leader is tasked with driving the strategic vision for partnerships within the technology ecosystem, optimizing existing alliances, and identifying new partnership opportunities
- This role is critical for expanding market reach, enhancing Docker and Docker’s product capabilities through integrations, and fostering innovation through collaborative projects. This person will report directly to the Global VP of Channels and Strategic Alliances
- Strategic Partnership Development: Scout for potential strategic alliances within the tech ecosystem that align with Docker’s product roadmap and business goals. Prioritize partnerships that can deliver significant value through integration, co-development, or go-to-market strategies
- Alliance Strategy Formulation: Develop a comprehensive partnership strategy that includes partner selection criteria, goals for each partnership, and a clear plan for achieving those goals. Ensure alignment with Docker’s strategic objectives
- Negotiation and Relationship Management: Lead the negotiation of partnership agreements, focusing on creating mutually beneficial arrangements. Act as the primary point of contact for strategic partners, maintaining strong, productive relationships
- Program Management: Oversee joint initiatives with partners, such as co-marketing campaigns, co-developed product features, and integrated solutions. Ensure these programs are executed effectively and achieve predefined success metrics
- Cross-Functional Collaboration: Work closely with internal teams, including product development, sales, marketing, and legal, to align partnership activities with overall business strategies and operational capabilities
- Market Intelligence: Continuously monitor the tech ecosystem for emerging trends, technologies, and potential partners. Use this information to adjust partnership strategies and maintain a competitive edge
- Partner Enablement: Develop resources and programs to support partners, ensuring they have the necessary knowledge, materials, and support to effectively engage with Docker's products and solutions
- Performance Measurement and Reporting: Track and analyze the performance of partnership programs against objectives. Provide regular reports to senior management on partnership outcomes, insights, and recommendations for improvement
- What to expect in the 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
- What to expect in the 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
- What to expect in the first year:
- 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
- Throughout these phases, it's important to maintain flexibility, adaptability, and a continuous learning mindset. The role of a Global ISV Leader, especially with Key Ecosystem ISVs and DHI, involves navigating complex partner sales and strategy motions, managing high-value relationships, and leading the strategy both internally and externally
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
Steph
Company Specialist at Welcome to the Jungle
Insights
Top investors
47% employee growth in 12 months
Company
Funding (last 2 of 10 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $497.9m
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
Scott Johnston
(CEO, not founder)Has been COO and CPO with Docker prior to CEO role. Before that was VP, Marketing & Product at Puppet and a Venture Partner at Alloy Ventures.
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