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 Docker ISV Tech Ecosystem Alliance Leader is tasked with driving the strategic vision for partnerships within the technology ecosystem, optimizing existing alliances, and identifying new partnership opportunities. This role is critical for expanding market reach, enhancing Docker and Docker’s product capabilities through integrations, and fostering innovation through collaborative projects. This person will report directly to the Global VP of Channels and Strategic Alliances
Success as the Global Leader for ISV and Tech Ecosystem at Docker requires a strong mix of strategic, technical, and relationship-building skills. Including Strategic Ecosystem Vision, Strong Cross Functional Leadership, Technical Credibility, Execution and Outcome Focused, Market Awareness and Competitive Insight.
Responsibilities:
Strategic Partnership Development: Scout for potential strategic alliances within the tech ecosystem that align with Docker’s product roadmap and business goals. Prioritize partnerships that can deliver significant value through integration, co-development, or go-to-market strategies.
Alliance Strategy Formulation: Develop a comprehensive partnership strategy that includes partner selection criteria, goals for each partnership, and a clear plan for achieving those goals. Ensure alignment with Docker’s strategic objectives.
Negotiation and Relationship Management: Lead the negotiation of partnership agreements, focusing on creating mutually beneficial arrangements. Act as the primary point of contact for strategic partners, maintaining strong, productive relationships.
Program Management: Oversee joint initiatives with partners, such as co-marketing campaigns, co-developed product features, and integrated solutions. Ensure these programs are executed effectively and achieve predefined success metrics.
Cross-Functional Collaboration: Work closely with internal teams, including product development, sales, marketing, and legal, to align partnership activities with overall business strategies and operational capabilities.
Market Intelligence: Continuously monitor the tech ecosystem for emerging trends, technologies, and potential partners. Use this information to adjust partnership strategies and maintain a competitive edge.
Partner Enablement: Develop resources and programs to support partners, ensuring they have the necessary knowledge, materials, and support to effectively engage with Docker’s products and solutions.
Performance Measurement and Reporting: Track and analyze the performance of partnership programs against objectives. Provide regular reports to senior management on partnership outcomes, insights, and recommendations for improvement.
Core Qualifications:
1. Enterprise Software & Ecosystem Experience
10–15+ years of experience in enterprise software, with at least 5+ years in ecosystem, alliances, or ISV leadership roles
Prior experience working with or at a DevOps, cloud-native, or developer tooling company
Proven track record building and scaling technical partnerships with ISVs (e.g., security, CI/CD, observability, registry, or SCM platforms)
2. Strategic Partnership Leadership
Ability to define and execute global partner strategy, including segmentation (strategic vs. opportunistic), tiering, co-sell programs, and technical integration depth
Deep understanding of how to create and deliver joint GTM plans, co-marketing campaigns, and pipeline-driving activities
Strong capability in managing executive-level relationships and driving joint business planning (e.g. QBRs, OKRs, co-investment frameworks)
3. Technical Fluency
Solid understanding of modern developer workflows and technologies, including:
Docker and containers
Supply Chain Security tools and techniques.
DevSecOps tools and APIs
Ability to speak fluently with engineering and product teams about integration requirements, standards and roadmap alignment
4. Sales & Field Enablement Alignment
Experience aligning partner strategies with field GTM, including:
Co-sell and channel motion coordination
Field training and enablement
Account mapping and joint selling with strategic ISVs
What to expect in the first 30 days:
Understanding the Business, Technology, and Ecosystem: Initial weeks are often dedicated to understanding the company’s products, services, and the specific market segment it operates within. This period is crucial for grasping the business model, sales processes, partner landscape and tools.
Building Relationships: Start forming relationships with your team, peers, and other departments. Understanding the dynamics and how your team fits into the broader company objectives is key.
Learning from Data: Review historical sales data, market research, and partner feedback to identify trends, strengths, weaknesses, opportunities, and threats.
Initial Strategy Development: Begin forming ideas on how to approach your global responsibilities, including potential changes or enhancements to the sales and partner strategy.
What to expect in the first 90 days:
Detailed Partner Sales Strategy: By now, you should be ready to refine or develop a partner sales strategy that aligns with the company’s goals. This strategy might include targeting new partner sales motions, expanding into new territories, or working with the product teams to open up new lines of business.
Team Structure: By now you should have settled into the role and can define the internal and external resources and relationships to execute on your plan.
ISV and Ecosystem Engagement: Start engaging more actively with the market through partner visits, participation in industry events, or direct outreach to key partner employees.
What to expect in the first year:
Achieving Quota Targets: By the end of the first year, you should be hitting or exceeding your sales targets. Consistent performance review and adjustments to strategies will be key.
Team Development: Develop your resources and team so that they’re operating at a high level across discovery, executing our Partner Sales methodologies and overall Partner Sales Excellence
Strategic Leadership: Establish yourself as a strategic leader within the company, contributing to broader business strategies and innovations.
Expansion and Scaling: Look for opportunities to expand your partner’’s presence, either by exploring new markets, launching new product lines, or optimizing sales channels.
Throughout these phases, it’s important to maintain flexibility, adaptability, and a continuous learning mindset. The role of a Global ISV Leader, especially with Key Ecosystem ISVs and DHI, involves navigating complex partner sales and strategy motions, managing high-value relationships, and leading the strategy both internally and externally. Success in this role requires a blend of strategic thinking, operational excellence, technical savvy, and leadership skills.
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
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
Quarterly, company-wide hackathons
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
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.
Due to the remote nature of this role, we are unable to provide visa sponsorship.
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