Principal GSI & SI Partnerships

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

📋 Description

• Take charge of Docker's global GSI/SI partnership strategy with leading firms such as Accenture, Deloitte, EY, KPMG, and other premier consultancies.

• Develop and maintain executive relationships with leaders in GSI AI/GenAI practices.

• Integrate Docker's AI Governance capabilities into GSI's AI transformation and consulting services.

• Represent Docker during executive briefings, quarterly business reviews, and collaborative planning sessions.

• Collaborate with Professional Services and field teams to share service assets and enhance partner ecosystem capabilities.

• Design the commercial narrative on how GSIs can generate revenue through Docker.

• Create joint solution offerings and packaged plays that merge GSI advisory and delivery capabilities with Docker's platform.

• Negotiate commercial frameworks for referrals, resales, and co-delivery.

• Oversee the complete GSI co-sell execution process, from lead generation and account mapping to deal closure.

• Identify target accounts, develop joint account plans, and drive projects sourced or influenced by GSI.

• Create playbooks, battlecards, and training materials for Docker sales teams and GSI partners.

• Establish a regular joint pipeline review schedule with GSI partners and internal sales leadership.

• Adapt Docker's AI Governance framework into assets that GSI practices can utilize.

• Prioritize industry verticals and use cases for Docker's governance solutions within GSI.

• Collaborate on points of view, joint intellectual property, and reference architectures with GSIs.

• Develop the GSI/SI partnership function, encompassing coverage models, recruitment needs, and operational rhythms.

• Participate in the Partner Leadership Team.

• Provide updates on pipeline, revenue, practice development progress, and joint go-to-market execution to executives.

⛳️ Requirements

• 12+ years of experience in partnerships, alliances, or go-to-market leadership.

• Significant hands-on experience in building and managing relationships with GSIs/SIs, including Accenture, Deloitte, EY, KPMG, or equivalent.

• Strong existing network among senior executives within GSI.

• Demonstrated success in creating joint commercial models with GSIs and transforming relationships into tangible co-sell pipelines and revenue.

• Familiarity with navigating GSI internal structures, practice leadership, industry verticals, and delivery organizations.

• Knowledge of AI/GenAI transformation programs, consulting delivery models, and monetization strategies for GSI AI advisory and implementation.

• A background in developer tools, cloud-native infrastructure, or AI/security ecosystems is highly beneficial.

• Executive presence and the ability to engage GSI practice leaders and partner C-suite as a peer.

• Capability to shape multi-year GSI strategies and conduct weekly pipeline reviews with field sales teams.

• Strong commercial insight and deal-structuring skills.

• Ability to align Sales, Product, and Marketing efforts around GSI engagement initiatives.

• Comfort in managing GSI-sourced/influenced pipeline reporting and practice development metrics.

• Exceptional narrative and positioning capabilities.

• Please note that Docker does not provide visa sponsorship for this position.

🏝️ Benefits

• Equity for all full-time employees.

• Remote-first work environment.

• Flexible working hours.

• Generous paid time off.

• Designated quarterly Whaleness Days.

• End-of-year Whaleness break.

• Support for home office setup.

• Technology stipend of US$100 net per month.

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

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

• Medical benefits.

• Retirement benefits.

• Paid holidays.

• Docker merchandise.