Docker - Global ISV & Technology Ecosystem Alliances Manager
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT
Requirements
• Experience: 5–10 years in enterprise software alliances, partnerships, or business development, with a track record of negotiating and scaling co-selling partnerships with ISVs. • negotiating and scaling co-selling partnerships with ISVs. • Domain Expertise: Deep understanding of the DevOps, DevSecOps, or Cloud Infrastructure ecosystem (experience with Snyk, JFrog, or similar is a major plus). • Domain Expertise: • Technical/Systems Skills: Working knowledge of sales management applications such as Salesforce, Marketo and others as they relate to partner management; ability to engage with technical stakeholders regarding APIs and integrations. • Results-Oriented: Proven ability to deliver net-new sales pipeline and closed-won revenue through an ecosystem motion. • Results-Oriented: • What to expect • What to expect • First 30 Days • First 30 Days • Ramp on Docker’s products and current partner landscape; build relationships with key stakeholders in Sales, Marketing, and Product. • First 90 Days • First 90 Days • Begin operationalizing the co-sell framework for priority ISVs; audit current Salesforce/Marketo workflows to identify friction points. • One Year Outlook • One Year Outlook • Establish a global, repeatable co-sell engine where partner-influenced deals are a standard component of Docker’s revenue growth; deliver measurable improvements in sales rep efficiency and pipeline yield. • Docker does not offer visa sponsorship for this role.
Responsibilities
• 1. Operationalizing the Co-Sell Motion • Define the Standard: Establish the ISV co-selling motion as a core part of the standard outreach process for all Docker BDRs and Account Executives. • Define the Standard: • Process Architecture: "Dive deep" into the sales tech stack (Salesforce, Marketo) to define and implement the data flows, lead routing, and attribution models required to scale the motion. • Process Architecture: • Efficiency Optimization: Improve the effectiveness of target account identification and deal qualification, significantly reducing the deal closure cycle time. • Efficiency Optimization: • 2. Co-Sell & Pipeline Generation • Orchestration: Drive complex co-sell motions involving ISVs, Channel Partners, and Docker sales reps. • Orchestration: • Account Mapping: Lead systematic account mapping exercises to identify high-yield targets. • Account Mapping: • Revenue Tracking: Track and report on partner-sourced and partner-influenced pipeline, ensuring reps realize measurable "Reach & Yield" improvements. • Revenue Tracking: • 3. Partner Development & Activation • Strategic Recruitment: Identify and onboard ISV and technology partners that align with Docker’s technical priorities. • Strategic Recruitment: • Ecosystem Integration: Act as the bridge between partners, sales, and product to ensure integrations are commercialized and effectively sold in the field. • Ecosystem Integration: • 4. Enablement & GTM Execution • Sales "Easy Button": Create the playbooks and enablement materials that allow sales reps to efficiently leverage partner relationships. • Sales "Easy Button":
Benefits
• Freedom & flexibility; fit your work around your life • Designated quarterly Whaleness Days plus end of year Whaleness break • 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 • 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.
No credit card. Takes 10 seconds.