Senior Partner Enablement Manager

Responsibilities

External Partner GTM Enablement — Training & Certification

• Design, build, and improve training and certification programs for Channel, Hyperscaler, Global System Integrator, and Technology ISV partners.
• Develop role-based learning paths covering product knowledge, messaging, and technical enablement, with AI Governance as the primary GTM anchor.
• Extend the Docker Accreditation Platform to scale certification, track completion, and recognize partner expertise.
• Manage certification tracks from curriculum design and facilitation through assessment, badging, and recertification.

External Partner GTM Enablement — Content & Programs

• Build and maintain partner GTM content, including joint sales plays, co-sell decks, competitive positioning, product overviews, and objection-handling guides.
• Identify enablement gaps across partner segments and create scalable programs tied to shared pipeline goals.
• Own and administer the partner enablement infrastructure, with Impartner as the primary partner management and learning platform.
• Improve the partner portal experience, adoption, discoverability, and GTM engagement.
• Translate product launches and messaging, especially AI Governance, into partner-ready materials.

Internal GTM Enablement

• Equip account executives, sales engineers, and customer success managers to work effectively with partners and drive joint pipeline.
• Build and maintain field resources covering account mapping, co-sell cadences, joint pipeline management, and partner engagement models.
• Create co-sell plays connecting Docker’s AI Governance proposition to Hyperscaler, G/SI, and Channel partner motions.
• Develop and deliver account-mapping enablement, including preparation, prioritization, and follow-through.
• Support account mapping in Salesforce between Docker sellers and partner sales teams.
• Run internal sessions on partner engagement models, referral and resell programs, and co-marketing strategies.

GTM Velocity & Impact

• Ensure partners are enabled, certified, and ready to engage customers across the sales cycle.
• Track partner readiness KPIs, including pipeline contribution, certification completion, co-sell engagement, and account depth.
• Use performance data, completion metrics, and field feedback to improve programs and connect enablement investment to GTM outcomes.

Requirements

• 5+ years of experience in partner enablement, channel enablement, or partner programs in a SaaS or technology company.
• Experience designing and delivering scalable partner training and certification programs tied to GTM outcomes.
• Experience managing a partner portal or LMS; Impartner experience is strongly preferred.
• Strong understanding of channel dynamics, co-sell motions, and partner ecosystem economics across Channel, Hyperscaler, and G/SI partners.
• Experience building or supporting account-mapping and joint-pipeline programs between vendor field teams and partner sales organizations.
• Excellent communication and stakeholder-relationship skills.
• Strong project-management skills.
• Data-driven approach to prioritizing and measuring enablement programs.

Nice-to-Haves

• Experience building partner enablement programs from scratch in a high-growth SaaS environment.
• Familiarity with Command of the Message or similar sales methodologies.
• Exposure to AI, containerization, DevOps tooling, or developer platforms; Docker experience is a plus.
• Experience enabling partners around AI/ML, security, or cloud infrastructure.
• Cross-functional experience with Sales, Marketing, Product, and Partner teams.
• Ability to influence external partner stakeholders and GTM execution without direct authority.

Compensation

• Salary range: 120400–238500.