{"id":327716,"url":"https://alion.io/job/docker-principal-gsi-si-partnerships","title":"Principal GSI & SI Partnerships","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":"A","score":86,"open_postings":9,"ghost_share":0,"stale_share":0.556,"repost_share":0,"time_to_fill_p50_days":58,"computed_at":"2026-10-30T05:48:23Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","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":143000,"max_usd":299000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":310},"experience_years_min":null,"visa_sponsorship":true,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"Docker","optional":false}],"status":"live","first_seen_at":"2026-08-28T19:20:29Z","employer_posted_date":"2026-08-28","last_verified_at":"2026-10-31T01:44:53Z","board_verified":true,"closed_at":null,"days_open":63,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":63},"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_______________________________________________________________________\nThe next wave of enterprise transformation is being built by the Global Systems Integrators and every one of them is racing to stand up AI transformation and AI governance practices for their clients. Docker's AI Governance strategy is the natural infrastructure layer underneath that motion, and we need a senior partner leader to make that connection real, commercially, at scale.\nWe're looking for a Principal, GSI & SI Partnerships to build and lead Docker's engagement with the world's largest consultancies and systems integrators; Accenture, Deloitte, EY, KPMG, and others, as both a strategic force multiplier for our AI Governance narrative and a tactical revenue engine through co-sell.\nThis is a dual-altitude role. At one level, you are the executive relationship-holder who gets Docker a seat at the table inside GSI AI practices; shaping how they build, package, and go to market with AI transformation offerings. At the other, you are the operator who turns those relationships into pipeline: enabling sales teams, building joint plays, and driving deals to close. You will define how Docker becomes the trusted infrastructure partner GSIs build their AI consultancy motions on top of and how they make money doing it.\nKey Stakeholders & Cross-Functional Partnerships\nPrimary: CRO and Sales Leadership; Global Alliances Leadership; Partner Leadership Team\n\nPrimary: Professional Services, Field Sales and Solutions Engineering teams (co-sell enablement and execution)\n\nSecondary: Product Marketing, Demand Generation, Ecosystem Marketing\n\nSecondary: Cloud & Channel Partnerships, Technology Alliances, Product Management\n\nExternal: Accenture, Deloitte, EY, KPMG, and other GSIs/SIs including their AI/GenAI practice leadership, industry verticals, and delivery organizations\n\nResponsibilities\nGSI Strategy & Executive Engagement\nOwn Docker's global GSI/SI partnership strategy, prioritizing and sequencing engagement across Accenture, Deloitte, EY, KPMG, and other top-tier consultancies.\n\nBuild and sustain executive-level relationships with GSI AI/GenAI practice leaders, identifying where Docker's AI Governance capabilities plug directly into their existing AI transformation and consulting offerings.\n\nDevelop the strategic narrative and business case that positions Docker as the infrastructure and governance layer GSIs need to de-risk and scale their clients' AI initiatives.\n\nRepresent Docker in executive briefings, QBRs, and joint planning sessions with GSI leadership, establishing Docker as a preferred, differentiated partner rather than a vendor line item.\n\nPartner with Professional Services and field teams to both share appropriate service assets and build the service’s capabilities Docker needs in the partner ecosystem to serve our mutual customers.\n\nCommercial Model & Monetization\nDesign and articulate a clear \"how GSIs make money with Docker\" story, connecting Docker's AI Governance platform to GSI services revenue, delivery methodologies, and staffing models.\n\nBuild joint solution offerings and packaged plays with GSIs that combine their advisory/delivery capability with Docker's platform, creating a repeatable, sellable motion for both sides.\n\nNegotiate and structure commercial frameworks (referral, resale, co-delivery) that align incentives and make Docker an attractive, profitable practice area for GSI partners. Align with Professional Services to build the service partner capacity needed to augment PS.\n\nTactical GTM & Co-Sell Execution\nOwn end-to-end co-sell execution with GSI partners, from lead generation and account mapping through joint pursuit and deal closure.\n\nPartner directly with Docker's field sales organization to identify target accounts, build joint account plans, and drive GSI-sourced and GSI-influenced pipeline.\n\nBuild the enablement infrastructure (playbooks, battlecards, training) that equips both Docker sellers and GSI teams to identify, position, and close joint opportunities.\n\nEstablish a consistent cadence of joint pipeline reviews with GSI partners and internal sales leadership, ensuring strategic intent translates into closed revenue.\n\nAI Governance Practice Integration\nWork closely with Product and Product Marketing to translate Docker's AI Governance framework (Containment, Curation, Control) into language and assets GSI practices can readily adopt into their own AI transformation offerings.\n\nIdentify and prioritize the GSI industry verticals and use cases (e.g., regulated industries, agent-based transformation) where Docker's governance story creates the clearest differentiation and urgency.\n\nPartner with GSIs to co-develop points of view, joint IP, and reference architectures that embed Docker into their AI transformation methodology.\n\nTeam & Program Leadership\nBuild out the GSI/SI partnership function as it scales - defining coverage models, hiring needs, and operating rhythms as engagement deepens across additional GSIs.\n\nServe as a member of the Partner Leadership Team, contributing GSI/SI strategy and results to the broader partner ecosystem narrative.\n\nReport on GSI-sourced and GSI-influenced pipeline and revenue, practice development progress, and joint GTM plan execution to executive stakeholders.\n\nQualifications\n12+ years in partnerships, alliances, or GTM leadership, with substantial direct experience building and running relationships with GSIs/SIs (Accenture, Deloitte, EY, KPMG, or similar) at a B2B SaaS, infrastructure, or enterprise technology company. With strong existing network at the GSI senior exec level.\n\nProven track record of building joint commercial models with GSIs and converting relationships into measurable co-sell pipeline and revenue.\n\nExperience navigating GSI internal structures, practice leadership, industry verticals, delivery organizations and knowing how to get a technology partner embedded into their offerings.\n\nFamiliarity with AI/GenAI transformation programs, consulting delivery models, and how GSIs structure and monetize AI advisory and implementation work.\n\nBackground in developer tools, cloud-native infrastructure, or AI/security ecosystems is a strong advantage.\n\nSkills & Competencies\nExecutive presence with the credibility to engage GSI practice leaders and partner C-suite as a peer.\n\nDual fluency in strategy and execution, equally comfortable shaping a multi-year GSI strategy and running a weekly pipeline review with field sales.\n\nStrong commercial and deal-structuring acumen; able to design win-win economics that make Docker a priority practice for GSI partners.\n\nSkilled cross-functional operator, able to align Sales, Product, and Marketing behind a coherent GSI engagement motion.\n\nData-driven: comfortable owning GSI-sourced/influenced pipeline reporting and practice development metrics.\n\nExcellent narrative and positioning skills, able to translate Docker's AI Governance story into language that resonates with consulting and advisory audiences.\n\nLeadership & Mindset\nA senior partner leader who has built a GSI/SI function from the ground up and knows how to earn a seat inside a consultancy's practice, not just a line on their partner list.\n\nComfortable operating at the intersection of strategic influence and tactical deal execution, this is not a purely strategic or purely operational role.\n\nGlobal mindset, with the ability to prioritize and sequence engagement across a portfolio of GSIs and geographies.\n\nGenuinely energized by the opportunity to hitch Docker's AI Governance story to the world's largest AI transformation engines.\n\nKey Performance Indicators\n\nGSI-sourced and GSI-influenced pipeline and revenue growth\n\nNumber and depth of active joint GTM motions with priority GSIs (Accenture, Deloitte, EY, KPMG, and others)\n\nExecutive relationship coverage and engagement depth across target GSI AI practices\n\nJoint offering/IP development milestones (co-branded solutions, reference architectures, playbooks)\n\nField sales adoption and utilization of GSI co-sell enablement and plays\n\nDocker does not offer visa sponsorship for this role.\nCompensation & Equity\nUnited States: $203.7K - $291K 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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