[Hiring] Partner Sales Manager @Docker

Role Description

We are looking for an experienced Partner Sales Manager to drive continued growth and success for Docker’s channel partners across Central EMEA (DACH & CEE). 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.

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; German is a strong advantage AND any other Eastern European language is nice to have (Polish, Romanian, Croatian).
• 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 Impact

• 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.

Compensation & Equity

EU: €145,600– €208,000 OTE + equity

Perks & Benefits

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
• Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
• Home office support – Set up your workspace for comfort and success.
• Technology stipend – Equivalent to US$100 net per month to help support your work.
• Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
• Parental leave – 16 weeks of paid parental leave after six months of employment.
• Equity for all full-time employees – Share in Docker's long-term success as we continue to grow.
• Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
• Docker swag – Because representing the whale never gets old.

Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.