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Docker is seeking an experienced Partner Sales Manager to drive partner-led growth across its Mid-Enterprise business, with a primary focus on generating pipeline for Docker's AI Governance solution. You will work closely with Docker's Mid-Enterprise sales organization and priority channel partners to develop scalable sales plays, activate joint campaigns, and advance partner-sourced and partner-influenced opportunities from identification through close.
Key responsibilities include developing and executing a Mid-Enterprise partner plan aligned with Docker's go-to-market strategy, prioritizing partners, markets, and use cases with the greatest pipeline potential, and building strong relationships with resellers, solution providers, and distributors. You will create repeatable partner sales plays that drive account engagement and qualified pipeline, lead account mapping and prioritization with partners and Docker sales teams, and activate joint campaigns, events, and outreach programs with Partner Marketing and Demand Generation.
You will own partner-sourced and partner-influenced pipeline generation and ARR targets, connecting partners with Docker sellers and driving joint opportunities through qualification, progression, and close. You'll maintain regular pipeline and forecast reviews with priority partners and sales leadership, identify risks and blockers, and implement actions to improve conversion and deal velocity.
Additionally, you will enable partners to position Docker as trusted infrastructure for secure and governed AI-assisted software development, translate Docker's AI governance strategy into practical customer use cases, and identify segments where AI adoption, governance, or software supply-chain security create customer urgency. You'll partner closely with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations to align direct sellers and partners around target accounts and clear rules of engagement.
Required qualifications include 10+ years of enterprise sales, channel sales, alliances, or partner management experience in B2B technology, proven success generating pipeline and revenue through resellers, solution providers, VARs, or distributors, and experience building scalable partner sales plays and joint demand-generation programs. Strong pipeline management, forecasting, account-mapping, and co-sell experience is essential. Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology is preferred. Bachelor's degree or equivalent professional experience required.
You should be outcome-driven with a strong focus on pipeline, revenue, and customer growth, able to turn successful partner engagements into repeatable, scalable programs, and commercially rigorous in owning targets, forecasts, and performance reviews. Strong field operator skills, cross-functional collaboration abilities, and clear communication are critical. Data-driven approach to focusing investment on partners and programs producing the strongest results is essential.
