Principal GSI & SI Partnerships

🔥 12 hours ago

🇺🇸 United States – Remote

💵 $203.7k - $291k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

👻 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

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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