Partner Sales Manager

Docker; United States; On-site; USD 130,000 - 190,000; Full time

Benefits offered by this job

100% company paid medical premiums for

Flexible Time Off Policy

Employer Paid Holidays

Generous Parental Leave

Home Office Set Up Budget

Monthly Technology Stipend

Training Allowances

Life and Disability Insurance

Retirement Plans

Virtual and In-Person Social Events

Docker Swag

Quarterly Hackathons

Job summary

Docker in the United States is seeking an experienced Partner Sales Manager to drive growth with regional channel partners. You will recruit, enable, and scale solution partners and VARs, owning a regional revenue target and a partner-driven pipeline.

The role requires collaboration with Docker Sales, Marketing, Product, and Technical Account teams to ensure aligned motions and fast deal velocity. 10+ years in enterprise/channel sales is preferred.

Qualifications

• Over 10 years of enterprise or channel sales experience.
• Experience building and scaling reseller or channel programs.
• Background in software, developer tools, DevOps, or security preferred.
• Bachelor’s degree in Business, Sales, Marketing, or related field.

Responsibilities

• Drive partner-sourced and partner-influenced revenue with Docker’s channel partners in US Central.
• Recruit, enable, and scale solution partners and regional VARs.
• Own partner pipeline management, forecasting, and quarterly reviews.
• Develop regional reseller and channel partner plans aligned with GTM strategy.
• Align partner motions with Docker Sales, Marketing, Product, and TAC teams.
• Drive joint sales plays and partner-led demand generation initiatives.

Skills

Enterprise sales

Channel sales

Partner enablement

Forecasting

Pipeline management

Education

Bachelor's degree in Business or related field

Tools

Salesforce

HubSpot

Job description

• We are looking for an experienced Partner Sales Manager to drive continued growth and success with Docker’s channel partners across US Central
• You will be responsible for recruiting, enabling, and scaling solution partners and resellers, while working closely with Docker sales leadership and cross-functional teams to drive partner-sourced and partner-influenced revenue
• You will own a regional partner revenue target focused on partner-sourced, partner-influenced pipeline and ARR
• Develop and execute regional reseller and channel partner plans aligned with Docker’s GTM strategy and revenue goals
• Recruit, onboard, and activate new solution partners and regional VARs
• Own partner pipeline management, including deal registration, forecasting, key account planning, and execution reviews
• Maintain regular partner cadence covering pipeline, performance, enablement needs, and growth opportunities
• Partner closely with Docker Sales, Marketing, Product, and Technical Account teams to align partner motions and execution
• Ensure strong alignment between direct sales teams and reseller partners to maximize coverage and deal velocity
• Drive net new business through reseller-led and co-sell motions
• Enable partners with the training, tools, and assets required to effectively sell and support Docker’s product portfolio
• Activate joint sales plays, regional campaigns, and partner-driven demand generation initiatives
• First 30 Days – Orientation & Foundation:
• Complete onboarding across Docker’s sales motions, tools, and processes
• Learn Docker’s partner model and key partner segments (distributors, resellers, VARs, cloud marketplaces)
• Build relationships with internal stakeholders and priority regional partners
• Develop a high-level regional reseller strategy and engagement plan
• First 60 Days – Partner Cadence & Planning
• Establish structured engagement and joint planning with top partners
• Align on partner performance metrics, pipeline expectations, and enablement priorities
• Collaborate with Marketing on a regional partner demand-generation plan
• Align pipeline development strategies with regional sales leadership
• First 90 Days – Execution & Momentum:
• Launch initial joint sales and marketing initiatives with reseller partners
• Drive partner enablement and define clear co-sell and deal engagement workflows
• Begin tracking early performance indicators for partner-sourced and partner-influenced pipeline
• One-Year Outlook:
• Build durable, high-value relationships with strategic and regional reseller partners
• Drive measurable growth in partner-sourced pipeline, net new ARR, and renewals
• Expand Docker’s regional coverage and market penetration through partner-led GTM
• Continuously refine the reseller engagement model based on performance, feedback, and market trends

Benefits

• 100% company paid medical premiums for employees and dependents
• Flexible Time Off Policy
• Employer Paid Holidays
• Generous Parental Leave (after 6 months of employment)
• Home Office Set Up Budget
• Monthly Technology Stipend
• Training Allowances
• Life and Disability Insurance
• Retirement Plans
• Virtual and In-Person Social Events
• Docker Swag
• Quarterly Hackathons

This role is ideal for someone who has operated in a startup or scale-up environment and enjoys building and maturing a high-performing reseller ecosystemExperience driving joint marketing programs with partners and generating net new pipelineBackground in software, developer tools, DevOps, or security preferred10+ years of enterprise and/or channel sales experience, including selling through solution partners or VARsProven track record in building and scaling reseller or channel programs in a startup or high-growth environmentBachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent experience)