Partner Sales Manager (Melbourne or Sydney Preferred)

Docker·AustraliaRemotesenior

In short

→Gestiona y escala socios resellers y canales en EE.UU. Central.
→Trabajas con partners para generar pipeline, ventas conjuntas y campañas de demanda.
→Destacado: Estás en el centro de la transformación del desarrollo de software con IA.

Fluent English required

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What they ask for

✓10+ años en ventas de canal o resellers en startups o empresas de crecimiento rápido.
✓Experiencia comprobada en crear y escalar programas de socios.
✓Capacidad para desarrollar estrategias regionales alineadas con el GTM de Docker.
✓Habilidades sólidas de colaboración con ventas, marketing y producto.
✓Conocimiento del ecosistema de herramientas para desarrolladores, DevOps o seguridad.
✓Título universitario en Negocios, Ventas, Marketing o campo relacionado (o experiencia equivalente).

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Docker DesktopDocker HubDocker ScoutGTM strategyReseller partnersVARsDistributorsCloud marketplacesJoint sales playsDemand-generation initiatives

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ABOUT DOCKER Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout. We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default. _______________________________________________________________________ We are looking for an experienced Partner Sales Manager to drive continued growth and success with Docker’s channel partners across US Central. 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. You will own a regional partner revenue target focused on partner-sourced, partner-influenced pipeline and ARR. 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 - 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, cloud 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 - Be

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