Job Description
At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!
The Senior Partner Sales Manager (PSM) – Japan is a builder, connector, and growth driver responsible for creating and scaling a high-performing partner ecosystem across Japan.
This role is not about maintaining an existing channel — it is about building momentum from the ground up, activating the right partners, and turning partnerships into a material, repeatable source of ARR. Success is defined by partner-sourced pipeline and revenue, not by deal assistance or influence alone.
The ideal candidate combines commercial sharpness, strong interpersonal skills, and a collaborative mindset and thrives in environments where structure is evolving and impact is visible.
What You’ll Own
Building a scalable partner motion in Japan that consistently delivers partner-sourced pipeline and ARR
Acting as the face of the company to strategic partners in the region
Creating tight alignment between resellers, distributors, ecosystems partners, direct sales, marketing, and technical teams
Turning strategy into execution — and execution into revenue
Responsibilities
1. Build & Scale the Japan Partner Ecosystem
Design and execute the partner strategy for Japan, aligned with regional GTM priorities
Recruit, onboard, and activate partners aligned to ICPs, industries, and use cases
Focus on quality over quantity — fewer partners, higher productivity
Identify whitespace opportunities and build partner coverage where direct sales cannot scale efficiently
2. Drive Partner-Sourced Pipeline & ARR (Core Metric)
Own partner-sourced pipeline and Net New ARR as your primary success metric
Enable partners to identify, qualify, and register opportunities independently
Develop partners from “introduced” → “active” → “self-sufficient.”
Co-sell strategically while coaching partners to close deals on their own
Maintain accurate pipeline visibility and attribution in CRM
Partner-sourced revenue is not optional — it is the primary measure of success for this role.
3. Enable, Motivate, and Inspire Partners
Ensure partners are sales-ready through enablement, certifications, and clear value messaging
Work closely with Partner Solution Engineers to drive technical readiness and confidence
Bring energy, clarity, and enthusiasm to partner interactions — this role requires a strong presence and personality
Create a belief with partners that working with us is worth their time and investment
4. Collaborate Deeply Across the Business
Work hand-in-hand with direct sales to create clean, aligned partner engagements
Partner closely with Channel Marketing to execute regional campaigns and demand programs
Provide structured feedback to product and leadership on market and partner insights
Be a team-first operator — success comes from shared wins, not silos
Collaboration is critical: this role succeeds only by bringing people together around a common growth goal.
5. Operate with a Builder’s Mindset
Create a structure where it doesn’t exist yet
Test, learn, and refine partner motions quickly
Build repeatable plays that can later be scaled across Japan and APAC if applicable
Take ownership — this role has autonomy and expects accountability
Qualifications
7+ years in partner sales, alliances, or ecosystem roles in B2B SaaS or technology
Proven experience building and scaling partner ecosystems, not just managing existing ones
Strong commercial instincts and comfort owning a revenue number
Excellent communication skills and high emotional intelligence
Collaborative, positive, and resilient personality — able to influence without authority
Experience operating across multiple Japan markets is a strong plus
What to expect
First 30 Days: Orientation & Foundation
- Get fully onboarded on Docker’s sales motions, tools, and internal processes
Learn the Docker partner model and understand key partner types (e.g., distributors, cloud marketplaces, GSIs, regional VARs)
Meet and build rapport with priority partners across key regions
Establish cross-functional relationships across Sales, Marketing, Product, and Customer Success
Draft a high-level partner go-forward plan, including recruitment, onboarding, and engagement priorities for the year
First 60 Days: Partner Cadence & Planning
Deepen engagement with top existing partners through structured check-ins and mutual goal-setting
Define and align performance metrics and expectations with key partners
Collaborate with Marketing to build a regional partner marketing plan
- Align on pipeline development strategies with ecosystem and channel partners
First 90 Days: Execution Kickoff
Launch initial joint sales and marketing campaigns with partners and regional sales teams
Drive partner enablement initiatives in alignment with sales teams, ensuring clear collaboration workflows
Begin tracking early performance indicators for sourced pipeline and partner-influenced opportunities
One-Year Outlook: Strategic Impact & Growth
- Establish long-term, high-value relationships with strategic and regional partners
Drive measurable growth in partner-sourced pipeline, net new ARR, and renewal revenue
Support product adoption and developer engagement through partner-led efforts and localized initiatives
Continuously refine the partner engagement model based on performance, feedback, and market trends
Docker does not offer visa sponsorship for this role.
We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.
Please see the independent bias audit report covering our use of Covey here.
Perks
Freedom & flexibility; fit your work around your life
Designated quarterly Whaleness Days plus end of year Whaleness break
Home office setup; we want you comfortable while you work
16 weeks of paid Parental leave
Technology stipend equivalent to $100 net/month
PTO plan that encourages you to take time to do the things you enjoy
Training stipend for conferences, courses and classes
Equity; we are a growing start-up and want all employees to have a share in the success of the company
Docker Swag
Medical benefits, retirement and holidays vary by country
Remote-first culture, with offices in Seattle and Paris
Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.
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