Partner Sales Manager, Mid-Enterprise

Docker

22d•$175,000 - $250,000•Remote

About The Position

We are looking for an experienced Partner Sales Manager, Mid-Enterprise to drive partner-led growth across Docker’s Mid-Enterprise business. The primary focus of this role will be generating pipeline for Docker’s AI Governance solution. Working closely with Docker’s Mid-Enterprise sales organization and priority channel partners, you will develop scalable sales plays, activate joint campaigns, and advance partner-sourced and partner-influenced opportunities from identification through close. You will own a partner revenue target focused on pipeline and ARR, transforming successful partner engagements into repeatable programs that expand market coverage and scale across sellers, partners, and regions.

Requirements

10+ years of enterprise sales, channel sales, alliances, or partner management experience in B2B technology.
Proven success generating pipeline and revenue through resellers, solution providers, VARs, or distributors.
Experience building scalable partner sales plays and joint demand-generation programs.
Strong pipeline management, forecasting, account-mapping, and co-sell experience.
Track record of aligning direct sellers and partners around shared revenue goals.
Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology is preferred.
Bachelor’s degree or equivalent professional experience.
Outcome-driven, with a strong focus on pipeline, revenue, and customer growth.
Able to turn successful partner engagements into repeatable, scalable programs.
Commercially rigorous and comfortable owning targets, forecasts, and performance reviews.
Strong field operator who can earn seller trust and move opportunities forward.
Skilled cross-functional collaborator across sales, marketing, technical teams, and partners.
Clear communicator who can translate Docker’s platform and AI governance strategy into customer value.
Data-driven and able to focus investment on the partners and programs producing the strongest results.

Nice To Haves

Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology is preferred.

Responsibilities

Develop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals.
Prioritize the partners, markets, and use cases with the greatest potential to generate pipeline at scale.
Build strong relationships with priority resellers, solution providers, and distributors.
Establish clear operating cadences covering joint planning, pipeline, forecasting, enablement, and performance.
Create repeatable partner sales plays that drive account engagement and qualified pipeline.
Lead account mapping and prioritization with partners and Docker sales teams.
Activate joint campaigns, events, workshops, and outbound programs with Partner Marketing and Demand Generation.
Build the playbooks, messaging, training, and engagement workflows required for consistent execution.
Measure and refine programs based on adoption, conversion, pipeline contribution, and revenue.
Own partner-sourced and partner-influenced pipeline generation and ARR.
Connect partners with Docker sellers and drive joint opportunities through qualification, progression, and close.
Maintain regular pipeline and forecast reviews with priority partners and sales leadership.
Identify risks, remove blockers, and implement actions that improve conversion and deal velocity.
Ensure partner activity is connected to measurable commercial outcomes.
Enable partners to position Docker as trusted infrastructure for secure and governed AI-assisted software development.
Translate Docker’s AI governance strategy into practical customer use cases and repeatable partner conversations.
Identify segments and opportunities where AI adoption, governance, or software supply-chain security create customer urgency.
Partner with Product Marketing and technical teams to develop sales plays, workshops, and enablement assets.
Partner closely with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations.
Align direct sellers and partners around target accounts, opportunities, and clear rules of engagement.
Increase field adoption by making partner programs simple, relevant, and valuable to sellers.
Bring partner and market feedback into Docker’s go-to-market planning.

Benefits

Generous PTO
designated quarterly Whaleness Days
designated end-of-year Whaleness break
Home office support
Technology stipend – Equivalent to US$100 net per month
Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
16 weeks of paid parental leave after six months of employment.
Equity for all full-time employees
Medical
retirement
paid holidays vary by country.