Partner Sales Manager, Mid-Enterprise

Docker, Inc

Partner Sales Manager driving Docker’s AI governance pipeline through resellers, solution providers, and distributors. Building scalable partner-led sales programs and growing Mid-Enterprise ARR.

Posted 9/9/2026full-timeRemote • 🇺🇸 United StatesSeniorLead💰 $175,000 - $250,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in driving partner-led growth and generating pipeline for AI governance solutions, with a strong focus on scalable sales plays and joint campaigns. Proven ability to manage partner relationships, align sales strategies, and achieve revenue targets in the B2B technology sector.

Highest-signal resume keywords

Enterprise Sales ExperienceChannel Sales ManagementPipeline ManagementPartner Relationship DevelopmentB2B Technology Expertise

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Pipeline GenerationRevenue ForecastingAccount MappingCo-Sell ExperienceSales Play DevelopmentDemand-Generation ProgramsPerformance ReviewsData-Driven Decision MakingAI Technology KnowledgeCloud Infrastructure Experience

Soft Skills

Cross-Functional CollaborationClear CommunicationOutcome-Driven FocusTrust BuildingProblem Solving

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

B2B TechnologyDevOpsCybersecurityAI GovernanceResellersSolution ProvidersVARsDistributorsMarket PenetrationJoint Initiatives

Tech Stack

Tools & technologies

CloudCyber SecurityDocker

About the role

Key responsibilities & impact

Drive partner-led growth across Docker’s Mid-Enterprise business
Generate pipeline for Docker’s AI Governance solution
Develop scalable sales plays and activate joint campaigns with priority channel partners
Advance partner-sourced and partner-influenced opportunities from identification through close
Own a partner revenue target focused on pipeline and ARR
Develop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals
Prioritize partners, markets, and use cases with the greatest potential to generate pipeline at scale
Build relationships with resellers, solution providers, and distributors
Establish operating cadences for joint planning, pipeline, forecasting, enablement, and performance
Lead account mapping and prioritization with partners and Docker sales teams
Activate joint campaigns, events, workshops, and outbound programs
Build playbooks, messaging, training, and engagement workflows
Measure and refine programs based on adoption, conversion, pipeline contribution, and revenue
Connect partners with Docker sellers and drive joint opportunities through qualification, progression, and close
Maintain pipeline and forecast reviews with partners and sales leadership
Identify risks, remove blockers, and improve conversion and deal velocity
Enable partners to position Docker as trusted infrastructure for secure and governed AI-assisted software development
Translate Docker’s AI governance strategy into customer use cases and partner conversations
Develop sales plays, workshops, and enablement assets with Product Marketing and technical teams
Collaborate with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations
Align sellers and partners around target accounts, opportunities, and rules of engagement
Increase field adoption of partner programs
Bring partner and market feedback into go-to-market planning
Complete onboarding, establish partner cadence, launch joint initiatives, and track early pipeline performance during the first 90 days
Build strategic reseller relationships and drive partner-sourced pipeline, net new ARR, renewals, regional coverage, and market penetration

Requirements

What you’ll need

10+ years of enterprise sales, channel sales, alliances, or partner management experience in B2B technology
Proven success generating pipeline and revenue through resellers, solution providers, VARs, or distributors
Experience building scalable partner sales plays and joint demand-generation programs
Strong pipeline management, forecasting, account-mapping, and co-sell experience
Track record of aligning direct sellers and partners around shared revenue goals
Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology preferred
Bachelor’s degree or equivalent professional experience
Outcome-driven, with a strong focus on pipeline, revenue, and customer growth
Commercially rigorous and comfortable owning targets, forecasts, and performance reviews
Strong field operator able to earn seller trust and move opportunities forward
Skilled cross-functional collaborator across sales, marketing, technical teams, and partners
Clear communicator able to translate Docker’s platform and AI governance strategy into customer value
Data-driven and able to focus investment on high-performing partners and programs
Must be legally authorized to work in the country where applying
Docker does not offer visa sponsorship for this role

Benefits

Comp & perks

Remote-first by design
Flexible schedule
Generous PTO
Designated quarterly Whaleness Days
Designated end-of-year Whaleness break
Home office support
Technology stipend equivalent to US$100 net per month
Annual learning and development stipend for conferences, courses, certifications, and continued learning
16 weeks of paid parental leave after six months of employment
Equity for all full-time employees
Medical benefits
Retirement benefits
Paid holidays
Docker swag