Strategic Partner Program Lead

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! Docker has an established and growing Partner Program. As our ecosystem expands across Channel, GSIs, Hyperscalers, and Technology Alliances, we are hiring a Strategic Partner Program Lead to lead the next phase of maturity, scale, and operational excellence. This role is responsible for defining and operationalizing Docker’s Ideal Partner Journey (IPJ) and ensuring seamless integration with our customer journey, revenue systems, and go-to-market engine. This leader will bring structure, systems alignment, performance rigor, and measurable partner-driven growth to an already active and expanding ecosystem. RESPONSIBILITIES 1. Define, Manage & Optimize the Ideal Partner Journey (IPJ) - Formalize and continuously improve Docker’s Ideal Partner Journey across: - Partner recruitment - Onboarding & enablement - Lead management & deal registration - Co-selling & GTM execution - Tier progression & performance management - Long-term scale - Ensure alignment between the Partner Journey and Customer Journey — eliminating friction or disruption between the two. - Identify bottlenecks across: - Systems - Organizational structure - Tooling, processes, and policies 2. Align Partnerships Strategy with RevOps & Systems - Serve as the strategic bridge between Partnerships, Sales, and RevOps. - Translate business objectives into system requirements and phased operational plans. - Assess and optimize existing tooling (including Allbound and Channel Scalar): - Activate unused modules - Evaluate subscription expansions - Improve integrations across Salesforce and the broader GTM stack - Guide Sales Ops on technical evaluations where necessary. - Ensure scalable automation of IPJ and related frameworks (including Mariner). 3. Improve Partner-Driven Revenue Performance Drive measurable improvements across: - Partner-led Lead → Opportunity conversion rates - Average partner-led deal size - Deal registration volume - Deal registration close rate Define: - Clear KPIs and MBOs for partner success - Internal performance management processes - Tiering structure (A/B/C or equivalent) - Regional partner coverage and density strategy - Ownership model (e.g., PSMs, regional leads, strategic accounts) 4. Expand Scope Across Ecosystem Types While Channel is the first priority, the ultimate scope includes: - GSIs - RSIs - Hyperscalers - Technology Alliances This role will ensure structural consistency while allowing for ecosystem-specific adaptations. 5. Maintain a Living Market & Competitive View - Maintain a dynamic SWOT analysis of Docker’s Partnerships & Alliances strategy. - Continuously evaluate ecosystem positioning and opportunities for leverage. - Ensure the program supports broader company initiatives (including AI Governance launch readiness). HOW YOU’LL WORK This role follows a disciplined methodology: 1. Define desired business outcomes. 2. Map the current partner journey. 3. Identify operational and systems gaps. 4. Build the foundational “skeleton” first. 5. Layer in technical systems and automation. 6. Execute each stage before moving to the next. You will operate both strategically and operationally — setting direction while ensuring execution. QUALIFICATIONS - 10+ years in Partner Programs, Channel Strategy, Alliances, or RevOps-adjacent roles - Experience scaling an existing partner program to the next maturity stage - Strong PRM expertise (Allbound, Channel Scalar, or similar platforms) - Deep understanding of Salesforce & GTM systems architecture - Proven ability to improve partner-sourced revenue metrics - Experience across Channel and strategic alliances (GSIs, Hyperscalers, Tech Alliances) Strong cross-functional leadership and influence skills WHY THIS ROLE MATTERS Docker’s ecosystem is growing in complexity and strategic importance. This leader will bring the structure, discipline, and systems alignment necessary to scale our Partner Program into a predictable and high-performing revenue engine. WHAT TO EXPECT FIRST 30 DAYS LEARN, ASSESS, ALIGN You’ll immerse yourself in Docker’s business, products, and global partner ecosystem. You will: - Assess the current Partner Program structure, systems, and revenue performance. - Map the Ideal Partner Journey (IPJ) and identify gaps in tooling, governance, and alignment. - Build strong cross-functional relationships across Sales, RevOps, Product, and Marketing. - Define priority areas for operational improvement and revenue acceleration. By the end of month one, you’ll have a clear view of what’s working, what’s not, and where to focus first. FIRST 90 DAYS BUILD STRUCTURE & ACTIVATE You’ll move from assessment to execution. You will: - Formalize and refine Docker’s Ideal Partner Journey. - Align PRM, Salesforce, Crossbeam workflows to support scalable partner engagement. - Define clear KPIs, tiering structure, and performance standards. Improve deal registration and co-sell governance. Begin driving measurable improvements in partner-sourced pipeline. - Define strategy and program on partner enablement leveraging MindTickle By day 90, you’ll have established the framework and operating rhythm needed to scale. ON YEAR OUTLOOK SCALE & DELIVER MEASURABLE IMPACT You’ll transform the Partner Program into a predictable, performance-driven revenue engine. You will: - Increase partner-sourced and influenced revenue contribution. - Improve conversion rates, deal size, and program adoption. - Expand structural consistency across Channel, GSIs, Hyperscalers, and Technology Alliances. - Institutionalize automation, reporting, and governance across the ecosystem. - Establish Docker’s Partner Program as a competitive advantage in the market. By the end of year one, success means measurable revenue impact, operational clarity, and a scalable partner framework aligned to Docker’s global growth strategy. Docker does not offer visa sponsorship for this role. 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 https://getcovey.com/product/covey-scout-inbound on April 13, 2024. Please see the independent bias audit report covering our use of Covey here https://getcovey.com/nyc-local-law-144. 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