Director, Partner Solution Engineer

This is a fully remote position, open to applicants in Canada, +1 more country.

📋 Description

• Lead, develop, and motivate a team of Partner Solution Engineers across ISV, CSP, SI, and VAR partner segments.

• Build and expand the Partner SE organization to support Docker's growing partner ecosystem and geographic footprint.

• Create repeatable processes and programs for partner technical enablement.

• Design and implement strategic one-on-one and scalable group partner enablement initiatives.

• Produce technical documentation, integration guides, architectural diagrams, reference architectures, and enablement videos.

• Develop tailored technical sales strategies, solution validation frameworks, and proof-of-value approaches for partners.

• Collaborate with Partner Sales on joint account planning, co-selling efforts, and sell-with/sell-through strategies.

• Assist partners through the solution design, technical validation, and evaluation processes.

• Support product positioning and technical validation during collaborative sales efforts.

• Define and monitor partner technical readiness, engagement quality, and metrics related to revenue impact.

• Work closely with Product and Engineering teams on partner feedback, roadmap priorities, beta/EAP programs, and co-development initiatives.

• Collaborate with Technical Alliances on roadmap alignment, technical integrations, and partner-driven feature requests.

• Advocate for regional partner technical requirements across FedGov, EMEA, and APAC.

• Partner with Field SEs, Marketing, and Sales leadership to ensure alignment on events, demand generation, and success metrics.

• Represent Docker as a technical expert and evangelist at partner events and conferences.

• Develop internal enablement programs, tools, systems, workflows, and feedback loops to achieve operational excellence.

• Onboard new partners, foster relationships, create a 12-month strategic plan, lead enablement sessions, and scale the organization to achieve measurable partner success and revenue growth.

⛳️ Requirements

• Over 8 years of experience leading technical partner engineering, partner solutions, or pre-sales teams in distributed systems, developer platforms, or cloud infrastructure companies.

• At least 5 years of management experience, including hiring, mentoring, and scaling high-performing technical teams focused on partner engagement.

• Proven track record of successfully guiding teams that support channel partnerships, strategic alliances, and joint go-to-market strategies.

• In-depth understanding of partner ecosystems, including ISVs, CSPs (AWS, Azure, GCP), Systems Integrators, and VARs.

• Extensive experience in software supply chain security, security governance, DevOps, DevSecOps, or developer productivity technologies.

• Strong technical knowledge of containerization, cloud-native architectures, CI/CD pipelines, and developer tools.

• Demonstrated ability to create scalable partner enablement programs, including technical learning paths, certifications, and workshops.

• Exceptional communication and executive presentation skills.

• Strong strategic thinking capabilities with the ability to influence cross-functional teams and drive complex initiatives.

• Preferred: operational experience with Docker, Kubernetes, or similar container-based platforms.

• Preferred: experience in application security and software supply chain security, including SBOMs, image scanning, and secure delivery pipelines.

• Preferred: background in software development, scripting, or infrastructure-as-code.

• Preferred: familiarity with coding assistants, AI integrations, or AI agent development.

• Preferred: experience with Salesforce and MindTickle.

• Preferred: experience with both direct and channel sales models.

• Bachelor's degree in Computer Science, Engineering, or a related field, or equivalent experience (preferred).

• Willingness to travel approximately 30% of the time.

• Docker does not provide visa sponsorship for this position.

🏝️ Benefits

• Designed as a remote-first organization.

• Flexible working hours.

• Generous paid time off (PTO).

• Designated quarterly "Whaleness Days" for wellness.

• Designated end-of-year "Whaleness" break.

• Support for home office setup.

• Technology stipend of US$100 net per month.

• Annual stipend for participation in conferences, courses, certifications, and ongoing learning opportunities.

• 16 weeks of paid parental leave after six months of employment.

• Equity offered to all full-time employees.

• Comprehensive medical benefits.

• Retirement benefits.

• Paid holidays.

• Docker merchandise.

• Offices located in Seattle and Paris for collaboration and connection.