Channel Operations Specialist, Revenue Operations

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! RESPONSIBILITIES - Manage and maintain the partner pricebook for real-time accuracy and timely SKU updates aligned with new products. Optimize partner account structures to improve onboarding, hierarchy, and agreement reviews through cross-functional collaboration. - Develop and implement standardized partner margin frameworks for predictable, transparent, and auditable calculations. - Lead discovery, design, and development of tools and integrations connecting partner systems to Docker's CPQ/PRM ecosystem for better efficiency and partner experience. - Define, operationalize, and continuously refine processes for Docker-sourced vs. partner-sourced opportunities, including deal registration and approval. - Enhance quoting workflows to increase speed, accuracy, and partner supportability. - Build and scale self-serve workflows to streamline partner-sourced transactions, reducing manual touchpoints and accelerating deals. - Deliver reporting, analytics, and insights to measure partner performance, pipeline contribution, and operational health, informing strategy and optimization. QUALIFICATIONS - 3–5+ years of experience in Channel Operations with strong understanding of Revenue Operations principles. - Demonstrated success driving cross-functional initiatives and operational process improvements. - Experience working with partner ecosystems and a passion for scalable, automated workflows. - Strong analytical, problem-solving, and communication skills with a bias for structured execution. WHAT TO EXPECT FIRST 30 DAYS - Complete a first-class onboarding experience including equipment setup, swag, and structured training. - Learn how to navigate core tools such as Salesforce, Ironclad, ZoomInfo, and the Docker Partner Portal. - Gain foundational understanding of Docker’s current channel quoting process, partner account creation workflows, and operational systems. - By the end of the first month, demonstrate proficiency with systems, data flows, and daily responsibilities. FIRST 60 DAYS - Deepen your understanding of Docker’s product catalog, packaging, pricing, and discounting constructs to inform the Partner Pricebook strategy. - Evaluate current deal registration workflows; begin outlining automation recommendations for partner-sourced transactions. - Assess end-to-end partner lifecycle operations—from onboarding to transaction—identifying early opportunities for simplification and scale. - Begin building cross-functional relationships with RevOps, PMM, Partnerships, Finance, and GTM Systems. FIRST 90 DAYS & EXPECTED LONG TERM OUTCOMES - Deliver an updated Partner Pricebook and define ownership processes, SLAs, and update cadences. - Recommend a scalable governance model for SKU updates and partner communication. - Map current vs. optimized deal registration workflows and propose improvements. - Provide a prioritized automation roadmap and launch at least one low-effort workflow enhancement. - Complete discovery across CPQ, PRM, and partner tools and create an integration requirements brief. - Identify and deliver quoting workflow improvements that increase accuracy or reduce cycle time. - Propose a scalable framework for partner margin calculation and related approval logic. - Build an initial partner performance dashboard and define ongoing reporting requirements. - Establish strong cross-functional partnerships and become the operational go to for partner workflows. Docker does not offer any type of 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