Partner Sales Manager (Mid-Enterprise)

Join Docker as a Partner Sales Manager for the Mid-Enterprise segment. In this role, you will drive partner-led growth, generate pipeline for Docker's AI Governance solution, and develop scalable sales plays. You will work closely with Docker's Mid-Enterprise sales organization and priority channel partners, and own a partner revenue target focused on pipeline and ARR. Key responsibilities include developing and executing a Mid-Enterprise partner plan, building strong relationships with priority resellers, and activating joint campaigns. You will also measure and refine programs based on adoption, conversion, pipeline contribution, and revenue.

• Développer et exécuter un plan de partenariat pour le marché intermédiaire aligné sur la stratégie de mise sur le marché de Docker.
• Établir des relations solides avec les revendeurs, les fournisseurs de solutions et les distributeurs prioritaires.
• Créer des jeux de vente partenaires répétables qui stimulent l'engagement des comptes et le pipeline qualifié.

• Track record of aligning direct sellers and partners around shared revenue goals
• Strong pipeline management, forecasting, account-mapping, and co-sell experience
• Experience building scalable partner sales plays and joint demand-generation programs
• Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology is preferred
• Bachelor’s degree or equivalent professional experience
• Proven success generating pipeline and revenue through resellers, solution providers, VARs, or distributors
• 10+ years of enterprise sales, channel sales, alliances, or partner management experience in B2B technology
• Able to turn successful partner engagements into repeatable, scalable programs
• Skilled cross-functional collaborator across sales, marketing, technical teams, and partners
• Strong field operator who can earn seller trust and move opportunities forward
• Data-driven and able to focus investment on the partners and programs producing the strongest results
• Clear communicator who can translate Docker’s platform and AI governance strategy into customer value
• Outcome-driven, with a strong focus on pipeline, revenue, and customer growth
• Commercially rigorous and comfortable owning targets, forecasts, and performance reviews