# Principal GSI & SI Partnerships

**Company:** [Docker](https://hotfix.jobs/companies/docker)
**Location:** Remote
**Role:** Partnerships
**Salary:** $204k – $291k/yr
**Experience:** 12+ years
**Skills:** Gsi Partnerships, Strategic Alliances, Co-Sell, Deal Structuring, Ai Governance, Generative AI, Cloud-Native Infrastructure, B2B SaaS, Pipeline Management, Account Mapping, Partner Enablement, Reference Architectures, Professional Services, Sales Strategy, Executive Engagement
**Posted:** 2026-08-28

> Leads Docker’s global partnerships with major systems integrators, embedding its AI Governance platform into their transformation offerings while driving joint solutions, co-sell pipeline, and revenue. Requires 12+ years in alliances or GTM leadership and senior GSI executive relationships.

## Job Description

## 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.

## Similar jobs

- [Principal Partner Program Manager](https://hotfix.jobs/jobs/100043a1-094c-4f89-bc28-e2aacc52148b) - Everlaw - Oakland, CA - $175k – $222k/yr
- [Partner Marketing Principal, Oracle Partnership](https://hotfix.jobs/jobs/4e0ec1c3-57d9-4ef0-9324-039c76348423) - Celonis - New York, NY - $116k – $136k/yr
- [Senior Director, Strategic Partnerships & Ecosystem](https://hotfix.jobs/jobs/3110f700-4e29-49d0-98c5-8dc853917baf) - Viz.ai - Remote - $210k – $242k/yr
- [Partner Development Director](https://hotfix.jobs/jobs/bb53a1e3-661b-4e04-8aa3-bda09f7187c3) - Snowflake - Chicago, IL - $196k – $257k/yr
- [Head of Revenue Partnerships](https://hotfix.jobs/jobs/b4a5ee00-64aa-4532-9681-4e8fe91503b7) - Render - Remote - $192k – $235k/yr

**Apply:** https://hotfix.jobs/jobs/fe82f9cf-197d-45c9-9005-1e7be1f22067
**Canonical:** https://hotfix.jobs/jobs/fe82f9cf-197d-45c9-9005-1e7be1f22067