Senior Partner Enablement Manager

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

📋 Description

• Take charge of both internal and external partner enablement, driving aligned go-to-market (GTM) outcomes throughout Docker’s partner ecosystem.

• Create and implement partner training, certification, and enablement initiatives for Channel, Hyperscaler, Global System Integrators, and Technology ISV partners.

• Design role-specific learning pathways that encompass product knowledge, messaging fluency, technical expertise, and AI Governance.

• Expand Docker’s Accreditation Platform to enhance certification scalability, monitor completion, and acknowledge partner proficiency.

• Oversee certification tracks from curriculum development and facilitation to assessment, badging, and recertification.

• Generate and sustain partner-specific GTM content, such as joint sales strategies, co-sell presentations, competitive positioning, product summaries, and objection-handling resources.

• Identify gaps in enablement and create scalable programs that align with shared pipeline objectives.

• Manage and operate Docker’s partner enablement infrastructure, utilizing Impartner as the main platform.

• Establish and refine Impartner as a partner portal to enhance adoption and GTM engagement.

• Convert product launches and messaging, particularly regarding AI Governance, into partner-ready content in collaboration with Product Marketing.

• Equip Docker Account Executives (AEs), Sales Engineers (SEs), and Customer Success Managers (CSMs) to effectively collaborate with partners and drive joint pipeline growth.

• Develop resources titled “How to Win with Partners” that cover account mapping, co-sell strategies, joint pipeline management, and partner engagement methodologies.

• Create co-sell initiatives and joint sales materials that link Docker’s AI Governance narrative to partner-specific value propositions.

• Provide training on effective partner account mapping sessions.

• Facilitate Salesforce account mapping between Docker AEs and partner sales teams.

• Conduct internal training sessions on partner engagement, referral and resell programs, and co-marketing approaches.

• Monitor partner readiness KPIs, including pipeline contributions, certification completions, co-sell involvement, and account depth.

• Leverage partner performance data, completion metrics, and field insights to continuously enhance programs.

⛳️ Requirements

• Over 5 years of experience in partner enablement, channel enablement, or partner programs within a SaaS or technology firm.

• Proficiency in designing and delivering scalable partner training and certification programs aligned with GTM results.

• Experience managing a partner portal or Learning Management System (LMS); familiarity with Impartner is highly preferred.

• Solid understanding of channel dynamics, co-sell strategies, and partner ecosystem economics across Channel, Hyperscaler, and Global System Integrator partner types.

• Experience in building or supporting account mapping processes and joint pipeline programs between a vendor’s field team and partner sales organizations.

• Outstanding communication abilities with external partners and internal field stakeholders.

• Strong project management capabilities, with the ability to juggle multiple programs and deadlines concurrently.

• A data-driven approach, utilizing metrics to prioritize, measure, and link enablement investments to GTM outcomes.

• Experience in developing partner enablement programs from the ground up in a high-growth SaaS environment is a plus.

• Familiarity with Command of the Message or other structured sales methodologies is advantageous.

• Knowledge of AI, containerization, DevOps tools, or developer platforms is preferred.

• Experience in enabling partners around a primary GTM strategy or strategic product category is preferred.

• Cross-functional experience with Sales, Marketing, Product, and Partner teams is advantageous.

• Ability to manage external partner relationships and influence GTM execution without direct authority is preferred.

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

• Docker does not provide visa sponsorship for this position.

🏝️ Benefits

• Remote-first work-from-home policy.

• Flexible working hours.

• Generous paid time off (PTO).

• 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.

• Equity options available for all full-time employees.

• Comprehensive medical benefits.

• Retirement benefits.

• Paid holidays.

• Docker branded merchandise.