{"id":581091,"url":"https://alion.io/job/docker-partner-sales-manager-mid-enterprise","title":"Partner Sales Manager, Mid-Enterprise","company":{"id":569,"name":"Docker","domain":"docker.com","url":"https://alion.io/company/docker","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"B","score":81,"open_postings":9,"ghost_share":0,"stale_share":0.556,"repost_share":0,"time_to_fill_p50_days":60,"computed_at":"2026-11-03T05:54:40Z"}},"role":"Sales","role_family":"Sales","seniority":"staff","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":139000,"max_usd":292000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":220},"experience_years_min":10,"visa_sponsorship":true,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"Docker","optional":false},{"name":"Outlook","optional":false}],"status":"live","first_seen_at":"2026-09-09T21:02:35Z","employer_posted_date":"2026-09-09","last_verified_at":"2026-11-03T05:36:37Z","board_verified":true,"closed_at":null,"days_open":54,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":54},"description":"About Docker\nDocker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.\nWe are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.\n_______________________________________________________________________\nWe are looking for an experienced Partner Sales Manager, Mid-Enterprise to drive partner-led growth across Docker’s Mid-Enterprise business.\nThe primary focus of this role will be generating pipeline for Docker’s AI Governance solution. Working closely with Docker’s Mid-Enterprise sales organization and priority channel partners, you will develop scalable sales plays, activate joint campaigns, and advance partner-sourced and partner-influenced opportunities from identification through close.\nYou will own a partner revenue target focused on pipeline and ARR, transforming successful partner engagements into repeatable programs that expand market coverage and scale across sellers, partners, and regions.\nResponsibilities\nPartner Strategy & Execution\nDevelop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals.\n\nPrioritize the partners, markets, and use cases with the greatest potential to generate pipeline at scale.\n\nBuild strong relationships with priority resellers, solution providers, and distributors.\n\nEstablish clear operating cadences covering joint planning, pipeline, forecasting, enablement, and performance.\n\nScalable Partner-Led Growth\nCreate repeatable partner sales plays that drive account engagement and qualified pipeline.\n\nLead account mapping and prioritization with partners and Docker sales teams.\n\nActivate joint campaigns, events, workshops, and outbound programs with Partner Marketing and Demand Generation.\n\nBuild the playbooks, messaging, training, and engagement workflows required for consistent execution.\n\nMeasure and refine programs based on adoption, conversion, pipeline contribution, and revenue.\n\nPipeline & Co-Sell Execution\nOwn partner-sourced and partner-influenced pipeline generation and ARR.\n\nConnect partners with Docker sellers and drive joint opportunities through qualification, progression, and close.\n\nMaintain regular pipeline and forecast reviews with priority partners and sales leadership.\n\nIdentify risks, remove blockers, and implement actions that improve conversion and deal velocity.\n\nEnsure partner activity is connected to measurable commercial outcomes.\n\nAI Governance & Solution Positioning\nEnable partners to position Docker as trusted infrastructure for secure and governed AI-assisted software development.\n\nTranslate Docker’s AI governance strategy into practical customer use cases and repeatable partner conversations.\n\nIdentify segments and opportunities where AI adoption, governance, or software supply-chain security create customer urgency.\n\nPartner with Product Marketing and technical teams to develop sales plays, workshops, and enablement assets.\n\nCross-Functional Collaboration\nPartner closely with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations.\n\nAlign direct sellers and partners around target accounts, opportunities, and clear rules of engagement.\n\nIncrease field adoption by making partner programs simple, relevant, and valuable to sellers.\n\nBring partner and market feedback into Docker’s go-to-market planning.\n\nQualifications\n10+ years of enterprise sales, channel sales, alliances, or partner management experience in B2B technology.\n\nProven success generating pipeline and revenue through resellers, solution providers, VARs, or distributors.\n\nExperience building scalable partner sales plays and joint demand-generation programs.\n\nStrong pipeline management, forecasting, account-mapping, and co-sell experience.\n\nTrack record of aligning direct sellers and partners around shared revenue goals.\n\nExperience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology is preferred.\n\nBachelor’s degree or equivalent professional experience.\n\nSkills & Competencies\nOutcome-driven, with a strong focus on pipeline, revenue, and customer growth.\n\nAble to turn successful partner engagements into repeatable, scalable programs.\n\nCommercially rigorous and comfortable owning targets, forecasts, and performance reviews.\n\nStrong field operator who can earn seller trust and move opportunities forward.\n\nSkilled cross-functional collaborator across sales, marketing, technical teams, and partners.\n\nClear communicator who can translate Docker’s platform and AI governance strategy into customer value.\n\nData-driven and able to focus investment on the partners and programs producing the strongest results.\n\nKey Performance Indicators\nPartner-sourced and partner-influenced pipeline and ARR\n\nPipeline coverage and forecast accuracy\n\nAdoption and performance of repeatable partner plays\n\nActive pipeline-generating partners\n\nSeller participation in partner programs\n\nOpportunity conversion, win rate, and deal velocity\n\nWhat to Expect\nFirst 30 Days - Orientation & Foundation\nComplete onboarding across Docker’s sales motions, tools, and processes\n\nLearn Docker’s partner model and key partner segments (distributors, resellers, VARs, cloud marketplaces)\n\nBuild relationships with internal stakeholders and priority regional partners\n\nDevelop a high-level regional reseller strategy and engagement plan\n\nFirst 60 Days - Partner Cadence & Planning\nEstablish structured engagement and joint planning with top partners\n\nAlign on partner performance metrics, pipeline expectations, and enablement priorities\n\nCollaborate with Marketing on a regional partner demand-generation plan\n\nAlign pipeline development strategies with regional sales leadership\n\nFirst 90 Days - Execution & Momentum\nLaunch initial joint sales and marketing initiatives with reseller partners\n\nDrive partner enablement and define clear co-sell and deal engagement workflows\n\nBegin tracking early performance indicators for partner-sourced and partner-influenced pipeline\n\nOne-Year Outlook\nBuild durable, high-value relationships with strategic and regional reseller partners\n\nDrive measurable growth in partner-sourced pipeline, net new ARR, and renewals\n\nExpand Docker’s regional coverage and market penetration through partner-led GTM\n\nContinuously refine the reseller engagement model based on performance, feedback, and market trends\n\nDocker does not offer visa sponsorship for this role.\nCompensation & Equity\nUnited States: $175K - $250K OTE + equity\n______________________________________________________________________\nPosting Information\nOpen vacancy: This posting is for an existing open role.\n\nAI in hiring: Docker may use AI-assisted tools during our recruiting process.\n\nInterview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.\n\n______________________________________________________________________\nPerks & Benefits\nRemote-first by design - Work from your home, with offices in Seattle and Paris for connection and collaboration.\n\nFlexibility that fits your life - We trust you to manage your schedule while delivering great work.\n\nTime to recharge - Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.\n\nHome office support - Set up your workspace for comfort and success.\n\nTechnology stipend - Equivalent to US$100 net per month to help support your work.\n\nLearning & development - Annual stipend for conferences, courses, certifications, and continued learning.\n\nParental leave - 16 weeks of paid parental leave after six months of employment.\n\nEquity for all full-time employees - Share in Docker's long-term success as we continue to grow.\n\nComprehensive benefits - Medical, retirement, and paid holidays vary by country.\n\nDocker swag - Because representing the whale never gets old.\n\nDocker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. 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