Partner Sales Manager, Mid-Enterprise

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

📋 Description

• Drive growth led by partners within Docker’s Mid-Enterprise sector.

• Create a pipeline for Docker’s AI Governance offerings.

• Formulate scalable sales strategies and initiate collaborative campaigns with key channel partners.

• Progress partner-sourced and partner-influenced opportunities from identification to closure.

• Take ownership of a partner revenue target focused on pipeline and Annual Recurring Revenue (ARR).

• Develop and implement a Mid-Enterprise partner strategy that aligns with Docker’s go-to-market plan and revenue objectives.

• Identify and prioritize partners, markets, and use cases with the highest potential for scalable pipeline generation.

• Cultivate relationships with resellers, solution providers, and distributors.

• Set up operational processes for joint planning, pipeline management, forecasting, enablement, and performance evaluation.

• Lead account mapping and prioritization alongside partners and Docker sales teams.

• Launch joint campaigns, events, workshops, and outbound initiatives.

• Create playbooks, messaging, training materials, and engagement workflows.

• Assess and enhance programs based on adoption rates, conversion metrics, pipeline contributions, and revenue outcomes.

• Connect partners with Docker sales representatives to foster joint opportunities through qualification, progression, and closure.

• Conduct pipeline and forecast reviews with partners and sales leadership.

• Identify potential risks, eliminate obstacles, and enhance conversion rates and deal speed.

• Empower partners to position Docker as a reliable infrastructure for secure and governed AI-assisted software development.

• Interpret Docker’s AI governance strategy into customer use cases and partner discussions.

• Collaborate with Product Marketing and technical teams to develop sales strategies, workshops, and enablement materials.

• Work in conjunction with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations teams.

• Align sellers and partners on targeted accounts, opportunities, and engagement protocols.

• Boost field adoption of partner programs.

• Incorporate partner and market insights into go-to-market strategies.

• Complete onboarding, establish partner engagement routines, launch joint efforts, and monitor initial pipeline performance within the first 90 days.

• Forge strategic reseller partnerships and drive partner-sourced pipeline, net new ARR, renewals, regional outreach, and market expansion.

⛳️ Requirements

• Over 10 years of experience in enterprise sales, channel sales, alliances, or partner management in the B2B technology sector.

• Demonstrated success in generating pipeline and revenue through resellers, solution providers, VARs, or distributors.

• Experience in creating scalable partner sales strategies and collaborative demand-generation initiatives.

• Strong competencies in pipeline management, forecasting, account mapping, and co-selling.

• Proven ability to align direct sellers and partners around common revenue targets.

• Preferred background in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology.

• Bachelor’s degree or equivalent professional experience.

• Outcome-oriented with a strong emphasis on pipeline, revenue, and customer growth.

• Commercially astute and comfortable managing targets, forecasts, and performance evaluations.

• Strong field operator capable of building seller trust and advancing opportunities.

• Proficient cross-functional collaborator across sales, marketing, technical teams, and partner networks.

• Effective communicator able to translate Docker’s platform and AI governance strategy into customer value propositions.

• Data-driven, capable of focusing investments on high-performing partners and initiatives.

• Must be legally authorized to work in the country of application.

• Docker does not provide visa sponsorship for this position.

🏝️ Benefits

• Designed for remote work.

• Flexible working hours.

• Generous paid time off.

• Special quarterly Whaleness Days.

• Dedicated end-of-year Whaleness break.

• Support for home office setup.

• Technology stipend of US$100 net per month.

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

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

• Equity available for all full-time employees.

• Comprehensive medical benefits.

• Retirement plan options.

• Paid holidays.

• Docker merchandise.