Partner Sales Manager, Mid-Enterprise

🕒 September 9

🇺🇸 United States – Remote

💵 $175k - $250k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🤑 Sales

👻 Ghost score 1%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Docker, Inc

WebsiteLinkedInAll Job Openings

51 - 200 employees

💼 Consulting

☁️ SaaS

💰 $105M Series C on 2022-03

Consulting • SaaS

Docker, Inc is a company that simplifies the lives of developers by tackling the complexity of app development. They offer tools that allow developers to bring their ideas to life through containerization and orchestration, making the development process easier and more efficient. Docker's products, including Docker Desktop and Docker Hub, are widely adopted by millions of developers worldwide, enhancing workflows and providing an integrated development pipeline.

📋 Description

• Drive partner-led growth across Docker’s Mid-Enterprise business • Generate pipeline for Docker’s AI Governance solution • Develop scalable sales plays and activate joint campaigns with priority channel partners • Advance partner-sourced and partner-influenced opportunities from identification through close • Own a partner revenue target focused on pipeline and ARR • Develop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals • Prioritize partners, markets, and use cases with the greatest potential to generate pipeline at scale • Build relationships with resellers, solution providers, and distributors • Establish operating cadences for joint planning, pipeline, forecasting, enablement, and performance • Lead account mapping and prioritization with partners and Docker sales teams • Activate joint campaigns, events, workshops, and outbound programs • Build playbooks, messaging, training, and engagement workflows • Measure and refine programs based on adoption, conversion, pipeline contribution, and revenue • Connect partners with Docker sellers and drive joint opportunities through qualification, progression, and close • Maintain pipeline and forecast reviews with partners and sales leadership • Identify risks, remove blockers, and improve conversion and deal velocity • Enable partners to position Docker as trusted infrastructure for secure and governed AI-assisted software development • Translate Docker’s AI governance strategy into customer use cases and partner conversations • Develop sales plays, workshops, and enablement assets with Product Marketing and technical teams • Collaborate with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations • Align sellers and partners around target accounts, opportunities, and rules of engagement • Increase field adoption of partner programs • Bring partner and market feedback into go-to-market planning • Complete onboarding, establish partner cadence, launch joint initiatives, and track early pipeline performance during the first 90 days • Build strategic reseller relationships and drive partner-sourced pipeline, net new ARR, renewals, regional coverage, and market penetration

🎯 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 preferred • Bachelor’s degree or equivalent professional experience • Outcome-driven, with a strong focus on pipeline, revenue, and customer growth • Commercially rigorous and comfortable owning targets, forecasts, and performance reviews • Strong field operator able to earn seller trust and move opportunities forward • Skilled cross-functional collaborator across sales, marketing, technical teams, and partners • Clear communicator able to translate Docker’s platform and AI governance strategy into customer value • Data-driven and able to focus investment on high-performing partners and programs • Must be legally authorized to work in the country where applying • Docker does not offer visa sponsorship for this role

🏖️ Benefits

• Remote-first by design • Flexible schedule • Generous PTO • Designated quarterly Whaleness Days • Designated 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 • Equity for all full-time employees • Medical benefits • Retirement benefits • Paid holidays • Docker swag