Principal GSI & SI Partnerships

Docker

1d•$203,700 - $291,000•Remote

About The Position

The next wave of enterprise transformation is being built by the Global Systems Integrators and every one of them is racing to stand up AI transformation and AI governance practices for their clients. Docker's AI Governance strategy is the natural infrastructure layer underneath that motion, and we need a senior partner leader to make that connection real, commercially, at scale. 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.

Requirements

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.
A senior partner leader who has built a GSI/SI function from the ground up and knows how to earn a seat inside a consultancy's practice, not just a line on their partner list.
Comfortable operating at the intersection of strategic influence and tactical deal execution, this is not a purely strategic or purely operational role.
Global mindset, with the ability to prioritize and sequence engagement across a portfolio of GSIs and geographies.
Genuinely energized by the opportunity to hitch Docker's AI Governance story to the world's largest AI transformation engines.

Responsibilities

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.