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!
Describe what would make someone successful in this role.
We are looking for an experienced Channel Manager based in the Western US to help drive continued growth and success with our channel partners. This person should have experience in start-up environment and enjoy the build phase of a successful channel program. Recruiting, enabling and driving revenue generating programs with partners will be a critical part of the role
Responsibilities:
Develop and Execute Strategic Plans: Define and implement partner-focused business strategies. Maintain regular communication on pipeline status, key accounts, partner progress, resource needs, challenges, and milestones.
Drive Cross-Functional Collaboration: Partner with Sales, Marketing, Product, and other internal teams to ensure clear alignment on goals, roles, and execution plans for generating and closing partner-driven opportunities.
Enable Partner-Led Growth: Collaborate closely with Docker sales leadership and partners to drive net new business. Equip partners with the knowledge and tools they need to effectively sell and support the full Docker product portfolio.
Qualifications:
Track record of success in a startup channel environment with channel partners
A minimum enterprise/channel selling experience of 10 years working in field sales through Solution Partners or in a Channel Management role for enterprise software companies focused
Experience in driving marketing programs with partners and generating net new revenue
Experience in software sales, developer tools or security
BSc degree in Sales, Business Administration, Marketing or relevant field
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
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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