Senior Partner Sales Manager

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!

We are looking for an experienced Senior Partner Sales Manager to drive continued growth and success with Docker’s channel partners across North EMEA. This role is ideal for someone who has operated in a startup or scale-up environment and enjoys building and maturing a high-performing reseller ecosystem.

You will be responsible for recruiting, enabling, and scaling solution partners and resellers, while working closely with Docker sales leadership and cross-functional teams to drive partner-sourced and partner-influenced revenue. You will own a regional partner revenue target focused on partner-sourced, partner-influenced pipeline and ARR.

Responsibilities

Partner Strategy & Channel Execution

• Develop and execute regional reseller and channel partner plans aligned with Docker’s GTM strategy and revenue goals

• Recruit, onboard, and activate new solution partners and regional VARs

• Own partner pipeline management, including deal registration, forecasting, key account planning, and execution reviews

• Maintain regular partner cadence covering pipeline, performance, enablement needs, and growth opportunities

Cross-Functional Collaboration

• Partner closely with Docker Sales, Marketing, Product, and Technical Account teams to align partner motions and execution

• Ensure strong alignment between direct sales teams and reseller partners to maximize coverage and deal velocity

Partner-Led Growth

• Drive net new business through reseller-led and co-sell motions

• Enable partners with the training, tools, and assets required to effectively sell and support Docker’s product portfolio

• Activate joint sales plays, regional campaigns, and partner-driven demand generation initiatives

Qualifications

• Proven track record in building and scaling reseller or channel programs in a startup or high-growth environment

• 10+ years of enterprise and/or channel sales experience, including selling through solution partners or VARs

• Experience driving joint marketing programs with partners and generating net new pipeline

• Fluency in English is required; proficiency in an additional European language is a strong advantage (Dutch, Swedish, Norwegian, Danish or Finish)

• Background in software, developer tools, DevOps, or security preferred

• Bachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent experience)

What to expect

First 30 Days – Orientation & Foundation

• Complete onboarding across Docker’s sales motions, tools, and processes

• Learn Docker’s partner model and key partner segments (distributors, resellers, VARs, marketplaces)

• Build relationships with internal stakeholders and priority regional partners

• Develop a high-level regional reseller strategy and engagement plan

First 60 Days – Partner Cadence & Planning

• Establish structured engagement and joint planning with top partners

• Align on partner performance metrics, pipeline expectations, and enablement priorities

• Collaborate with Marketing on a regional partner demand-generation plan

• Align pipeline development strategies with regional sales leadership

First 90 Days – Execution & Momentum

• Launch initial joint sales and marketing initiatives with reseller partners

• Drive partner enablement and define clear co-sell and deal engagement workflows

• Begin tracking early performance indicators for partner-sourced and partner-influenced pipeline

One-Year Outlook

• Build durable, high-value relationships with strategic and regional reseller partners

• Drive measurable growth in partner-sourced pipeline, net new ARR, and renewals

• Expand Docker’s regional coverage and market penetration through partner-led GTM

• Continuously refine the reseller 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.

#LI-REMOTE