Principal GSI & SI Partnerships

Responsibilities

GSI Strategy & Executive Engagement

• Own Docker’s global GSI/SI partnership strategy across Accenture, Deloitte, EY, KPMG, and other top-tier consultancies.
• Build executive relationships with GSI AI/GenAI practice leaders and position Docker’s AI Governance capabilities within their transformation offerings.
• Develop the strategic narrative and business case for Docker as the infrastructure and governance layer for enterprise AI initiatives.
• Represent Docker in executive briefings, QBRs, and joint planning sessions.
• Partner with Professional Services and field teams to develop service assets and partner delivery capabilities.

Commercial Model & Monetization

• Define how GSIs generate services revenue through Docker’s AI Governance platform.
• Build joint solution offerings and packaged plays combining GSI advisory and delivery capabilities with Docker’s platform.
• Negotiate referral, resale, and co-delivery frameworks.
• Align with Professional Services to expand partner capacity.

GTM & Co-Sell Execution

• Own co-sell execution from lead generation and account mapping through joint pursuit and deal closure.
• Work with field sales on target accounts, joint account plans, and GSI-sourced or GSI-influenced pipeline.
• Create playbooks, battlecards, and training for Docker sellers and GSI teams.
• Establish recurring joint pipeline reviews and translate strategy into closed revenue.

AI Governance Integration

• Translate Docker’s AI Governance framework—Containment, Curation, and Control—into assets GSI practices can adopt.
• Prioritize GSI verticals and use cases, including regulated industries and agent-based transformation.
• Co-develop points of view, joint intellectual property, and reference architectures.

Team & Program Leadership

• Define coverage models, hiring needs, and operating rhythms as the GSI/SI function scales.
• Contribute GSI/SI strategy and results to the Partner Leadership Team.
• Report on sourced and influenced pipeline, revenue, practice development, and joint GTM execution.

Requirements

• 12+ years of experience in partnerships, alliances, or GTM leadership.
• Substantial experience building and managing relationships with GSIs/SIs such as Accenture, Deloitte, EY, KPMG, or similar.
• Strong existing network at the senior executive level within GSIs.
• Proven success creating joint commercial models and converting partnerships into measurable co-sell pipeline and revenue.
• Experience navigating GSI practice leadership, industry verticals, delivery organizations, and partner embedding models.
• Familiarity with AI/GenAI transformation programs and consulting delivery and monetization models.
• Executive presence with credibility among GSI practice leaders and partner C-suite stakeholders.
• Ability to operate across long-term strategy and tactical pipeline and deal execution.
• Strong commercial and deal-structuring skills.
• Ability to align Sales, Product, Marketing, Professional Services, and Solutions Engineering.
• Data-driven approach to pipeline and practice-development metrics.
• Excellent narrative and positioning skills for consulting and advisory audiences.
• Experience building a GSI/SI function from the ground up.

Nice-to-Haves

• Experience in developer tools, cloud-native infrastructure, or AI/security ecosystems.
• Experience with AI Governance, enterprise AI transformation, or agent-based transformation.

Compensation

• Annual salary: $203,700–$291,000.