Partner Sales Manager, Mid-Enterprise
Drives partner-led pipeline, ARR, and market expansion for Docker’s Mid-Enterprise business, with a focus on AI Governance. Requires 10+ years of B2B technology sales or partner management experience and expertise in reseller ecosystems, co-selling, forecasting, and scalable demand generation.
About the job
Responsibilities
- Develop and execute a Mid-Enterprise partner plan aligned with go-to-market and revenue goals.
- Prioritize partners, markets, and use cases that can generate pipeline at scale.
- Build relationships with resellers, solution providers, and distributors.
- Establish operating cadences for joint planning, pipeline, forecasting, enablement, and performance.
- Create repeatable partner sales plays, account-mapping programs, joint campaigns, events, workshops, and outbound initiatives.
- Own partner-sourced and partner-influenced pipeline generation and ARR.
- Connect partners with sellers and drive joint opportunities through qualification, progression, and close.
- Conduct pipeline and forecast reviews; identify risks, remove blockers, and improve conversion and deal velocity.
- Enable partners to position Docker for secure and governed AI-assisted software development.
- Develop customer use cases, sales plays, workshops, and enablement assets with Product Marketing and technical teams.
- Collaborate with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations.
- Track partner adoption, pipeline contribution, revenue, conversion, win rate, and deal velocity.
Requirements
- 10+ years of enterprise sales, channel sales, alliances, or partner management experience in B2B technology.
- Proven success generating pipeline and revenue through resellers, solution providers, VARs, or distributors.
- Experience building scalable partner sales plays and joint demand-generation programs.
- Strong pipeline management, forecasting, account mapping, and co-selling experience.
- Track record of aligning direct sellers and partners around shared revenue goals.
- Bachelor’s degree or equivalent professional experience.
- Strong commercial, communication, collaboration, and data-driven decision-making skills.
Nice-to-haves
- Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology.
Compensation
- United States: $175,000–$250,000 OTE plus equity.
- Technology stipend equivalent to US$100 net per month.
- Paid parental leave, generous PTO, learning and development stipend, and home-office support.
Skills
Partner Sales, Channel Sales, Pipeline Management, Forecasting, Account Mapping, Co-Selling, Demand Generation, Revenue Operations, Ai Governance, DevOps, Cloud Infrastructure, Cybersecurity, Developer Tools, Sales Enablement
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