Partner Sales Manager, Mid-Enterprise

Docker is a developer tooling company providing products and infrastructure for building, sharing, and running applications. The Partner Sales Manager, Mid-Enterprise will drive partner-led growth by generating pipeline for Docker’s AI Governance solution, developing scalable sales plays, activating joint campaigns, and advancing partner-sourced and partner-influenced opportunities through close. The role owns partner pipeline and ARR targets while collaborating with sales, marketing, technical teams, and channel partners.

Responsibilities:

• Develop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals
• Prioritize the 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
• 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 the playbooks, messaging, training, and engagement workflows required for consistent execution
• Measure and refine programs based on adoption, conversion, pipeline contribution, and revenue
• 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
• 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
• 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
• 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
• 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
• 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
• 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

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
• Bachelor's degree or equivalent professional experience
• 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
• Docker does not offer visa sponsorship for this role
• Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology is preferred