Descripción de la oferta
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!
Docker has an established and growing Partner Program. As our ecosystem expands across Channel, GSIs, Hyperscalers, and Technology Alliances, we are hiring a Strategic Partner Program Lead to lead the next phase of maturity, scale, and operational excellence.
This role is responsible for defining and operationalizing Docker’s Ideal Partner Journey (IPJ) and ensuring seamless integration with our customer journey, revenue systems, and go‑to‑market engine.
This leader will bring structure, systems alignment, performance rigor, and measurable partner‑driven growth to an already active and expanding ecosystem.
Responsibilities
Define, Manage & Optimize the Ideal Partner Journey (IPJ)
Formalize and continuously improve Docker’s Ideal Partner Journey across:
Partner recruitment
Onboarding & enablement
Lead management & deal registration
Co‑selling & GTM execution
Tier progression & performance management
Long‑term scale
Ensure alignment between the Partner Journey and Customer Journey — eliminating friction or disruption between the two.
Identify bottlenecks across:
Systems
Organizational structure
Tooling, processes, and policies
Align Partnerships Strategy with RevOps & Systems
Serve as the strategic bridge between Partnerships, Sales, and RevOps.
Translate business objectives into system requirements and phased operational plans.
Assess and optimize existing tooling (including Allbound and Channel Scalar):
Activate unused modules
Evaluate subscription expansions
Improve integrations across Salesforce and the broader GTM stack
Guide Sales Ops on technical evaluations where necessary.
Ensure scalable automation of IPJ and related frameworks (including Mariner).
Improve Partner‑Driven Revenue Performance
Drive Measurable Improvements Across
Partner‑led Lead > Opportunity conversion rates
Average partner‑led deal size
Deal registration volume
Deal registration close rate
Define
Clear KPIs and MBOs for partner success
Internal performance management processes
Tiering structure (A/B/C or equivalent)
Regional partner coverage and density strategy
Ownership model (e.g., PSMs, regional leads, strategic accounts)
Expand Scope Across Ecosystem Types
Expand Scope Across Ecosystem Types
GSIs
RSIs
Hyperscalers
Technology Alliances
This role will ensure structural consistency while allowing for ecosystem‑specific adaptations.
Maintain a Living Market & Competitive View
Maintain a dynamic SWOT analysis of Docker’s Partnerships & Alliances strategy.
Continuously evaluate ecosystem positioning and opportunities for leverage.
Ensure the program supports broader company initiatives (including AI Governance launch readiness).
How You’ll Work
Define desired business outcomes.
Map the current partner journey.
Identify operational and systems gaps.
Build the foundational “skeleton” first.
Layer in technical systems and automation.
Execute each stage before moving to the next.
You will operate both strategically and operationally — setting direction while ensuring execution.
Qualifications
10+ years in Partner Programs, Channel Strategy, Alliances, or RevOps‑adjacent roles
Experience scaling an existing partner program to the next maturity stage
Strong PRM expertise (Allbound, Channel Scalar, or similar platforms)
Deep understanding of Salesforce & GTM systems architecture
Proven ability to improve partner‑sourced revenue metrics
Experience across Channel and strategic alliances (GSIs, Hyperscalers, Tech Alliances) & Strong cross‑functional leadership and influence skills
Why This Role Matters
Docker’s ecosystem is growing in complexity and strategic importance. This leader will bring the structure, discipline, and systems alignment necessary to scale our Partner Program into a predictable and high‑performing revenue engine.
What To Expect
First 30 Days
Learn, Assess, Align
You’ll immerse yourself in Docker’s business, products, and global partner ecosystem.
You Will:
Assess the current Partner Program structure, systems, and revenue performance.
Map the Ideal Partner Journey (IPJ) and identify gaps in tooling, governance, and alignment.
Build strong cross‑functional relationships across Sales, RevOps, Product, and Marketing.
Define priority areas for operational improvement and revenue acceleration.
By the end of month one, you’ll have a clear view of what’s working, what’s not, and where to focus first.
First 90 Days
Build Structure & Activate
You Will:
Formalize and refine Docker’s Ideal Partner Journey.
Align PRM, Salesforce, Crossbeam workflows to support scalable partner engagement.
Define clear KPIs, tiering structure, and performance standards. Improve deal registration and co‑sell governance. Begin driving measurable improvements in partner‑sourced pipeline.
Define strategy and program on partner enablement leveraging MindTickle
By day 90, you’ll have established the framework and operating rhythm needed to scale.
On Year Outlook
Scale & Deliver Measurable Impact
You Will:
Increase partner‑sourced and influenced revenue contribution.
Improve conversion rates, deal size, and program adoption.
Expand structural consistency across Channel, GSIs, Hyperscalers, and Technology Alliances.
Institutionalize automation, reporting, and governance across the ecosystem.
Establish Docker’s Partner Program as a competitive advantage in the market.
By the end of year one, success means measurable revenue impact, operational clarity, and a scalable partner framework aligned to Docker’s global growth strategy.
Docker does not offer visa sponsorship for this role.
Compensation Range: €166.4K – €208K
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