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Docker is seeking a Principal, GSI & SI Partnerships to lead strategic engagement with the world's largest Global Systems Integrators and Systems Integrators (Accenture, Deloitte, EY, KPMG, and others). This is a dual-altitude role combining executive relationship-building with commercial execution.
At the strategic level, you will be Docker's executive relationship-holder inside GSI AI practices, shaping how they build, package, and go to market with AI transformation offerings. You will establish Docker as the trusted infrastructure partner GSIs build their AI consultancy motions on top of, positioning Docker's AI Governance capabilities (Containment, Curation, Control) as the natural infrastructure layer for enterprise AI transformation.
At the tactical level, you will drive commercial execution: enabling sales teams, building joint solution offerings, and driving deals to close. You will own end-to-end co-sell execution from lead generation through deal closure, working directly with Docker's field sales organization to identify target accounts and build joint account plans.
Key responsibilities include: owning Docker's global GSI/SI partnership strategy and prioritizing engagement across top-tier consultancies; building and sustaining executive-level relationships with GSI AI/GenAI practice leaders; developing the strategic narrative positioning Docker as the infrastructure and governance layer for de-risking AI initiatives; designing commercial models that show how GSIs make money with Docker; negotiating and structuring commercial frameworks (referral, resale, co-delivery); building joint solution offerings and packaged plays; establishing co-sell execution cadences; translating Docker's AI Governance framework into language GSI practices can adopt; identifying priority industry verticals and use cases; co-developing points of view and reference architectures; and building out the GSI/SI partnership function as it scales.
You will work cross-functionally with CRO and Sales Leadership, Global Alliances, Partner Leadership, Professional Services, Field Sales, Solutions Engineering, Product Marketing, Demand Generation, and Ecosystem Marketing. You will serve as a member of the Partner Leadership Team and report on GSI-sourced and GSI-influenced pipeline.
Docker is a globally distributed, remote-first team trusted by 20+ million monthly users and 20+ billion container image pulls. The company is positioned at the center of AI-driven software development transformation, providing sandboxed environments, verified images, and secure infrastructure for autonomous workflows.
