Partner Sales Manager – Central EMEA

This is a fully remote position, open to applicants in United Kingdom, +4 more countries.

📋 Description

• Develop and implement regional reseller and channel partner strategies that align with Docker’s go-to-market objectives and revenue targets.

• Recruit, onboard, and activate new solution partners and regional value-added resellers (VARs).

• Manage the partner pipeline, including deal registration, forecasting, key account planning, and execution reviews.

• Conduct regular partner meetings to discuss pipeline, performance, enablement needs, and growth opportunities.

• Collaborate with Docker's Sales, Marketing, Product, and Technical Account teams to synchronize partner activities and execution.

• Align direct sales teams and reseller partners to enhance coverage and expedite deal velocity.

• Generate new business through reseller-led and co-selling initiatives.

• Equip partners with training, tools, and resources necessary to sell and support Docker’s product portfolio.

• Activate collaborative sales plays, regional campaigns, and partner-driven demand generation activities.

• Complete onboarding processes related to Docker’s sales methodologies, tools, and workflows.

• Understand Docker’s partner model and key partner segments.

• Cultivate relationships with internal stakeholders and key regional partners.

• Formulate a high-level regional reseller strategy and engagement plan.

• Establish structured engagement and joint planning with top partners.

• Align partner performance metrics, pipeline expectations, and enablement priorities.

• Work with the Marketing team to develop a regional partner demand-generation plan.

• Coordinate pipeline development strategies with regional sales leadership.

• Initiate joint sales and marketing efforts with reseller partners.

• Enhance partner enablement and define co-selling and deal engagement workflows.

• Monitor early indicators for partner-sourced and partner-influenced pipeline.

• Build relationships with strategic and regional reseller partners.

• Drive growth in partner-sourced pipeline, net new annual recurring revenue (ARR), and renewals.

• Expand Docker’s regional footprint and market penetration through partner-led go-to-market strategies.

• Refine the reseller engagement model based on performance, feedback, and market trends.

⛳️ Requirements

• Demonstrated success in developing and scaling reseller or channel programs within a startup or high-growth context.

• Over 10 years of experience in enterprise and/or channel sales, particularly through solution partners or VARs.

• Experience in driving collaborative marketing programs with partners and generating new pipeline.

• Proficiency in English.

• Knowledge of German is a significant advantage.

• Proficiency in any other Eastern European language (such as Polish, Romanian, or Croatian) is a plus.

• Preferred background in software, developer tools, DevOps, or security.

• Bachelor’s degree in Business, Sales, Marketing, or a related field, or equivalent experience.

• Visa sponsorship is not available for this position.

🏝️ Benefits

• Remote-first approach – Work from home, with offices located in Seattle and Paris for connection and collaboration.

• Flexible schedule that accommodates your lifestyle while ensuring excellent work delivery.

• Generous paid time off (PTO).

• Designated quarterly Whaleness Days.

• Special end-of-year Whaleness break.

• Support for home office setup.

• Technology stipend of US$100 net per month.

• Annual budget for conferences, courses, certifications, and ongoing education.

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

• Equity opportunities for all full-time employees.

• Medical, retirement benefits, and paid holidays vary by country.

• Docker merchandise.