Principal GSI & SI Partnerships

🕒 Agosto 28

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $203.700 - $291.000 / ano

⏰ Tempo Integral

🔴 Especialista

💰 Gerente de Contas

👻 Score fantasma 2%

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Docker, Inc

SiteLinkedInTodas as Vagas

51 - 200 funcionários

💼 Consultoria

☁️ SaaS

💰 $105.000.000 Series C em 2022-03

Consulting • SaaS

Na Docker, simplificamos a vida dos desenvolvedores que estão criando aplicativos que mudam o mundo. A Docker ajuda os desenvolvedores a transformarem suas ideias em realidade, conquistando a complexidade do desenvolvimento de aplicativos. Simplificamos e aceleramos fluxos de trabalho com um pipeline de desenvolvimento integrado e componentes de aplicativos. Ativamente utilizado por milhões de desenvolvedores ao redor do mundo, o Docker Desktop e o Docker Hub oferecem simplicidade, agilidade e escolha incomparáveis.

Descrição

• Own Docker's global GSI/SI partnership strategy across Accenture, Deloitte, EY, KPMG, and other top-tier consultancies • Build and sustain executive relationships with GSI AI/GenAI practice leaders • Position Docker's AI Governance capabilities within GSI AI transformation and consulting offerings • Represent Docker in executive briefings, QBRs, and joint planning sessions • Partner with Professional Services and field teams to share service assets and build partner ecosystem capabilities • Design the “how GSIs make money with Docker” commercial story • Build joint solution offerings and packaged plays combining GSI advisory/delivery capabilities with Docker's platform • Negotiate referral, resale, and co-delivery commercial frameworks • Own end-to-end GSI co-sell execution from lead generation and account mapping through deal closure • Identify target accounts, create joint account plans, and drive GSI-sourced and GSI-influenced pipeline • Build playbooks, battlecards, and training for Docker sellers and GSI teams • Establish joint pipeline review cadence with GSI partners and internal sales leadership • Translate Docker's AI Governance framework into assets GSI practices can adopt • Prioritize GSI industry verticals and use cases for Docker's governance offering • Co-develop points of view, joint IP, and reference architectures with GSIs • Build the GSI/SI partnership function, including coverage models, hiring needs, and operating rhythms • Serve on the Partner Leadership Team • Report pipeline, revenue, practice development progress, and joint GTM execution to executives

🎯 Requisitos

• 12+ years in partnerships, alliances, or GTM leadership • Substantial direct experience building and running relationships with GSIs/SIs such as Accenture, Deloitte, EY, KPMG, or similar • Strong existing network at the GSI senior executive level • Proven track record 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, and delivery organizations • Familiarity with AI/GenAI transformation programs, consulting delivery models, and GSI AI advisory and implementation monetization • Background in developer tools, cloud-native infrastructure, or AI/security ecosystems is a strong advantage • Executive presence with credibility engaging GSI practice leaders and partner C-suite as a peer • Ability to shape multi-year GSI strategy and run weekly pipeline reviews with field sales • Strong commercial and deal-structuring acumen • Ability to align Sales, Product, and Marketing around a GSI engagement motion • Comfort owning GSI-sourced/influenced pipeline reporting and practice development metrics • Excellent narrative and positioning skills • Docker does not offer visa sponsorship for this role

🏖️ Benefícios

• Equity for all full-time employees • Remote-first work from home • Flexible schedule • Generous PTO • Designated quarterly Whaleness Days • End-of-year Whaleness break • Home office support • Technology stipend equivalent to US$100 net per month • Annual learning and development stipend for conferences, courses, certifications, and continued learning • 16 weeks of paid parental leave after six months of employment • Medical benefits • Retirement benefits • Paid holidays • Docker swag