Strategic Channel & Partner Growth Lead

Docker; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Docker is a globally distributed, remote-first company redefining how software is built and delivered. We are seeking a seasoned Channel/Partner leader to develop regional reseller plans, recruit and enable partners, and drive joint sales motions that scale our product portfolio across the Docker ecosystem.

The role collaborates with Sales, Marketing, Product, and Tech teams to optimize partner coverage, forecast revenue, and accelerate pipeline through partner-driven campaigns and co-sell

Qualifications

• Proven track record in building and scaling reseller or channel programs in a startup or high-growth environment.
• 10+ years of enterprise and/or channel sales experience, including selling through solution partners or VARs.
• Experience driving joint marketing programs with partners and generating net new pipeline.
• Background in software, developer tools, DevOps, or security preferred.
• Bachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent experience).

Responsibilities

• 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.
• Cross-Functional Collaboration with Docker Sales, Marketing, Product, and Technical Account teams to align partner motions and execution.
• Partner-Led Growth: 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.

Skills

Partner sales

Channel program management

Joint marketing

Sales leadership

Software background

Education

Bachelor’s degree in Business/Sales/Marketing

Job description

Docker is a globally distributed, remote-first company redefining how software is built and delivered. We are seeking a seasoned Channel/Partner leader to develop regional reseller plans, recruit and enable partners, and drive joint sales motions that scale our product portfolio across the Docker ecosystem.

The role collaborates with Sales, Marketing, Product, and Tech teams to optimize partner coverage, forecast revenue, and accelerate pipeline through partner-driven campaigns and co-sell