At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!
We are looking for an experienced
Senior Partner Sales Manager
to drive continued growth and success with Docker’s channel partners across North EMEA. This role is ideal for someone who has operated in a startup or scale-up environment and enjoys building and maturing a high-performing reseller ecosystem.
You will be responsible for recruiting, enabling, and scaling solution partners and resellers, while working closely with Docker sales leadership and cross-functional teams to drive partner-sourced and partner-influenced revenue. You will own a regional partner revenue target focused on partner-sourced, partner-influenced pipeline and ARR.
Responsibilities Partner Strategy & Channel Execution
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
Partner closely with Docker Sales, Marketing, Product, and Technical Account teams to align partner motions and execution
Ensure strong alignment between direct sales teams and reseller partners to maximize coverage and deal velocity
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
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
Fluency in English is required ; proficiency in an additional European language is a strong advantage (Dutch, Swedish, Norwegian, Danish or Finish)
Background in software, developer tools, DevOps, or security preferred
Bachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent experience)
What to expect First 30 Days – Orientation & Foundation
Complete onboarding across Docker’s sales motions, tools, and processes
Learn Docker’s partner model and key partner segments (distributors, resellers, VARs, marketplaces)
Build relationships with internal stakeholders and priority regional partners
Develop a high-level regional reseller strategy and engagement plan
First 60 Days – Partner Cadence & Planning
Establish structured engagement and joint planning with top partners
Align on partner performance metrics, pipeline expectations, and enablement priorities
Collaborate with Marketing on a regional partner demand-generation plan
Align pipeline development strategies with regional sales leadership
First 90 Days – Execution & Momentum
Launch initial joint sales and marketing initiatives with reseller partners
Drive partner enablement and define clear co-sell and deal engagement workflows
Begin tracking early performance indicators for partner-sourced and partner-influenced pipeline
One-Year Outlook
Build durable, high-value relationships with strategic and regional reseller partners
Drive measurable growth in partner-sourced pipeline, net new ARR, and renewals
Expand Docker’s regional coverage and market penetration through partner-led GTM
Continuously refine the reseller engagement model based on performance, feedback, and market trends
We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.
Please see the independent bias audit report covering our use of Covey here.
Perks
Freedom & flexibility; fit your work around your life
Designated quarterly Whaleness Days plus end of year Whaleness break
Home office setup; we want you comfortable while you work
16 weeks of paid Parental leave
Technology stipend equivalent to $100 net/month
PTO plan that encourages you to take time to do the things you enjoy
Training stipend for conferences, courses and classes
Equity; we are a growing start-up and want all employees to have a share in the success of the company
Docker Swag
Medical benefits, retirement and holidays vary by country
Remote-first culture, with offices in Seattle and Paris
Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.
#LI-REMOTE
#J-18808-Ljbffr
We are looking for an experienced
Senior Partner Sales Manager
to drive continued growth and success with Docker’s channel partners across North EMEA. This role is ideal for someone who has operated in a startup or scale-up environment and enjoys building and maturing a high-performing reseller ecosystem.
You will be responsible for recruiting, enabling, and scaling solution partners and resellers, while working closely with Docker sales leadership and cross-functional teams to drive partner-sourced and partner-influenced revenue. You will own a regional partner revenue target focused on partner-sourced, partner-influenced pipeline and ARR.
Responsibilities Partner Strategy & Channel Execution
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
Partner closely with Docker Sales, Marketing, Product, and Technical Account teams to align partner motions and execution
Ensure strong alignment between direct sales teams and reseller partners to maximize coverage and deal velocity
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
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
Fluency in English is required ; proficiency in an additional European language is a strong advantage (Dutch, Swedish, Norwegian, Danish or Finish)
Background in software, developer tools, DevOps, or security preferred
Bachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent experience)
What to expect First 30 Days – Orientation & Foundation
Complete onboarding across Docker’s sales motions, tools, and processes
Learn Docker’s partner model and key partner segments (distributors, resellers, VARs, marketplaces)
Build relationships with internal stakeholders and priority regional partners
Develop a high-level regional reseller strategy and engagement plan
First 60 Days – Partner Cadence & Planning
Establish structured engagement and joint planning with top partners
Align on partner performance metrics, pipeline expectations, and enablement priorities
Collaborate with Marketing on a regional partner demand-generation plan
Align pipeline development strategies with regional sales leadership
First 90 Days – Execution & Momentum
Launch initial joint sales and marketing initiatives with reseller partners
Drive partner enablement and define clear co-sell and deal engagement workflows
Begin tracking early performance indicators for partner-sourced and partner-influenced pipeline
One-Year Outlook
Build durable, high-value relationships with strategic and regional reseller partners
Drive measurable growth in partner-sourced pipeline, net new ARR, and renewals
Expand Docker’s regional coverage and market penetration through partner-led GTM
Continuously refine the reseller engagement model based on performance, feedback, and market trends
We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.
Please see the independent bias audit report covering our use of Covey here.
Perks
Freedom & flexibility; fit your work around your life
Designated quarterly Whaleness Days plus end of year Whaleness break
Home office setup; we want you comfortable while you work
16 weeks of paid Parental leave
Technology stipend equivalent to $100 net/month
PTO plan that encourages you to take time to do the things you enjoy
Training stipend for conferences, courses and classes
Equity; we are a growing start-up and want all employees to have a share in the success of the company
Docker Swag
Medical benefits, retirement and holidays vary by country
Remote-first culture, with offices in Seattle and Paris
Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.
#LI-REMOTE
#J-18808-Ljbffr