The posting, in Docker's own words
archived Sep 9, 2026About Docker
Docker 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. We 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. _______________________________________________________________________ We are looking for an experienced Partner Sales Manager, Mid-Enterprise to drive partner-led growth across Docker’s Mid-Enterprise business. The primary focus of this role will be generating pipeline for Docker’s AI Governance solution. Working closely with Docker’s Mid-Enterprise sales organization and priority channel partners, you will develop scalable sales plays, activate joint campaigns, and advance partner-sourced and partner-influenced opportunities from identification through close. You will own a partner revenue target focused on pipeline and ARR, transforming successful partner engagements into repeatable programs that expand market coverage and scale across sellers, partners, and regions.
Responsibilities
Partner Strategy & Execution Develop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals. Prioritize the partners, markets, and use cases with the greatest potential to generate pipeline at scale. Build strong relationships with priority resellers, solution providers, and distributors. Establish clear operating cadences covering joint planning, pipeline, forecasting, enablement, and performance. Scalable Partner-Led Growth Create repeatable partner sales plays that drive account engagement and qualified pipeline. Lead account mapping and prioritization with partners and sales teams. Activate joint campaigns, events, workshops, and outbound programs with Partner Marketing and Demand Generation. Build the playbooks, messaging, training, and engagement workflows required for consistent execution. Measure and refine programs based on adoption, conversion, pipeline contribution, and revenue. Pipeline & Co-Sell Execution Own partner-sourced and partner-influenced pipeline generation and ARR. Connect partners with sellers and drive joint opportunities through qualification, progression, and close. Maintain regular pipeline and forecast reviews with priority partners and sales leadership. Identify risks, remove blockers, and implement actions that improve conversion and deal velocity. Ensure partner activity is connected to measurable commercial outcomes. AI Governance & Solution Positioning Enable partners to position as trusted infrastructure for secure and governed AI-assisted software development. Translate ’s AI governance strategy into practical customer use cases and repeatable partner conversations. Identify segments and opportunities where AI adoption, governance, or software supply-chain security create customer urgency. Partner with Product Marketing and technical teams to develop sales plays, workshops, and enablement assets. Cross-Functional Collaboration Partner closely with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations. Align direct sellers and partners around target accounts, opportunities, and clear rules of engagement. Increase field adoption by making partner programs simple, relevant, and valuable to sellers. Bring partner and market feedback into ’s go-to-market planning.