Partner Sales Manager, Mid-Enterprise

About Docker: Docker is a globally distributed, remote-first team trusted by over 20 million monthly users and 20 billion container image pulls. It provides the sandboxed environments, verified images, and secure infrastructure for AI-assisted software development, positioning itself at the forefront of the AI-driven software development shift.

Docker is seeking an experienced Partner Sales Manager, Mid-Enterprise to drive partner-led growth across Docker’s Mid-Enterprise business, with a primary focus on generating pipeline for Docker’s AI Governance solution.

The role involves working closely with Docker’s Mid-Enterprise sales organization and priority channel partners to 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 Annual Recurring Revenue (ARR), transforming successful partner engagements into repeatable programs that expand market coverage and scale across sellers, partners, and regions.

Responsibilities

Partner Strategy & Execution:

• 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 strong relationships with priority resellers, solution providers, and distributors.
• Establish clear operating cadences covering joint planning, pipeline, forecasting, enablement, and performance.

Scalable Partner-Led Growth:

• 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 playbooks, messaging, training, and engagement workflows for consistent execution.
• Measure and refine programs based on adoption, conversion, pipeline contribution, and revenue.

Pipeline & Co-Sell Execution:

• 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.

AI Governance & Solution Positioning:

• 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.

Cross-Functional Collaboration:

• 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.

Qualifications

• 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.

Skills & Competencies

• 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.

Key Performance Indicators

• Partner-sourced and partner-influenced pipeline and ARR.
• Pipeline coverage and forecast accuracy.
• Adoption and performance of repeatable partner plays.
• Active pipeline-generating partners.
• Seller participation in partner programs.
• Opportunity conversion, win rate, and deal velocity.

What to Expect

First 30 Days – Orientation & Foundation:

• Complete onboarding across Docker’s sales motions, tools, and processes.
• Learn Docker’s partner model and key partner segments (distributors, resellers, VARs, cloud marketplaces).
• Build relationships with internal stakeholders and priority regional partners.
• Develop a high-level regional reseller strategy and engagement plan.

First 60 Days – Partner Cadence & Planning:

• Establish structured engagement and joint planning with top partners.
• Align on partner performance metrics, pipeline expectations, and enablement priorities.
• Collaborate with Marketing on a regional partner demand-generation plan.
• Align pipeline development strategies with regional sales leadership.

First 90 Days – Execution & Momentum:

• Launch initial joint sales and marketing initiatives with reseller partners.
• Drive partner enablement and define clear co-sell and deal engagement workflows.
• Begin tracking early performance indicators for partner-sourced and partner-influenced pipeline.

One-Year Outlook:

• Build durable, high-value relationships with strategic and regional reseller partners.
• Drive measurable growth in partner-sourced pipeline, net new ARR, and renewals.
• Expand Docker’s regional coverage and market penetration through partner-led GTM.
• Continuously refine the reseller engagement model based on performance, feedback, and market trends.