Partner Sales Manager – Melbourne, Sydney Preferred

This is a fully remote position, open to applicants in Australia.

📋 Description

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

• Identify, onboard, and empower new solution partners and regional Value-Added Resellers (VARs).

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

• Maintain a consistent partnership rhythm that addresses pipeline, performance, enablement needs, and growth possibilities.

• Collaborate with Docker Sales, Marketing, Product, and Technical Account teams.

• Synchronize direct sales teams with reseller partners to optimize coverage and accelerate deal velocity.

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

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

• Initiate collaborative sales initiatives, regional campaigns, and partner-driven demand generation activities.

• Complete training on Docker’s sales processes, tools, and methodologies.

• Acquire knowledge of Docker’s partner model and key partner segments.

• Foster relationships with internal stakeholders and key regional partners.

• Formulate a regional reseller strategy and engagement framework.

• Establish organized engagement and collaborative planning with top partners.

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

• Work with Marketing to develop a regional partner demand-generation strategy.

• Coordinate pipeline development strategies with regional sales leadership.

• Launch collaborative sales and marketing initiatives alongside reseller partners.

• Propel partner enablement and outline co-selling and deal engagement workflows.

• Monitor performance indicators for partner-sourced and partner-influenced pipelines.

• Cultivate strategic and regional reseller partnerships.

• Stimulate growth in partner-sourced pipelines, net new Annual Recurring Revenue (ARR), and renewals.

• Enhance Docker’s regional presence and market share through partner-led GTM efforts.

• Refine the reseller engagement framework based on performance, feedback, and market dynamics.

⛳️ Requirements

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

• Over 10 years of experience in enterprise and/or channel sales, including selling via solution partners or VARs.

• Proven experience in executing joint marketing initiatives with partners and generating net new pipelines.

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

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

• Must possess legal authorization to work in the country of application.

• Docker does not provide visa sponsorship for this position.

🏝️ Benefits

• Designed for remote work – Operate from your home, with offices in Seattle and Paris for connection and collaboration.

• Flexible work-life balance – Manage your schedule while delivering outstanding results.

• Generous Paid Time Off (PTO).

• Scheduled quarterly Whaleness Days.

• Designated end-of-year Whaleness break.

• Support for home office setup.

• Monthly technology stipend equivalent to US$100 net.

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

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

• Equity options for all full-time employees.

• Comprehensive medical benefits.

• Retirement benefits.

• Paid holidays, varying by country.

• Docker merchandise.