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About the role
- Senior Partner Enablement Manager enabling Docker’s Channel, Hyperscaler, G/SI, and ISV partners. Driving AI Governance co-sell readiness, joint pipeline, and partner-sourced revenue.
Responsibilities
- Own internal and external partner enablement and drive aligned GTM outcomes across Docker’s partner ecosystem
- Design and deliver partner training, certification, and enablement programs for Channel, Hyperscaler, Global System Integrator, and Technology ISV partners
- Develop role-based learning paths covering product knowledge, messaging fluency, technical depth, and AI Governance
- Extend Docker’s Accreditation Platform to scale certification, track completion, and recognize partner expertise
- Manage certification tracks from curriculum design and facilitation through assessment, badging, and recertification
- Develop and maintain partner-specific GTM content, including joint sales plays, co-sell decks, competitive positioning, product overviews, and objection-handling guides
- Identify enablement gaps and build scalable programs aligned with shared pipeline goals
- Own and administer Docker’s partner enablement infrastructure, with Impartner as the primary platform
- Establish and optimize Impartner as a partner portal to drive adoption and GTM engagement
- Translate product launches and messaging, especially AI Governance, into partner-ready materials with Product Marketing
- Equip Docker AEs, SEs, and CSMs to work effectively with partners and drive joint pipeline
- Build “How to Win with Partners” resources covering account mapping, co-sell cadences, joint pipeline management, and partner engagement models
- Build co-sell plays and joint sales materials connecting Docker’s AI Governance story to partner-specific value propositions
- Deliver enablement on effective partner account mapping sessions
- Support Salesforce account mapping between Docker AEs and partner sales teams
- Run internal enablement sessions on partner engagement, referral and resell programs, and co-marketing strategies
- Track partner readiness KPIs, including pipeline contribution, certification completion, co-sell engagement, and account depth
- Use partner performance data, completion metrics, and field feedback to continuously improve programs
Requirements
- 5+ years of experience in partner enablement, channel enablement, or partner programs in a SaaS or technology company
- Ability to design and deliver scalable partner training and certification programs anchored to GTM outcomes
- Experience managing a partner portal or LMS; Impartner experience strongly preferred
- Strong understanding of channel dynamics, co-sell motions, and partner ecosystem economics across Channel, Hyperscaler, and G/SI partner types
- Experience building or supporting account mapping processes and joint pipeline programs between a vendor’s field team and partner sales organizations
- Excellent communication skills with external partners and internal field stakeholders
- Strong project management skills and ability to manage multiple programs and deadlines simultaneously
- Data-driven mindset using metrics to prioritize, measure, and connect enablement investment to GTM results
- Experience building partner enablement programs from scratch in a high-growth SaaS environment preferred
- Familiarity with Command of the Message or other structured sales methodologies preferred
- Exposure to AI, containerization, DevOps tooling, or developer platforms preferred
- Experience enabling partners around a primary GTM motion or strategic product category preferred
- Cross-functional experience with Sales, Marketing, Product, and Partner teams preferred
- Ability to manage external partner relationships and influence GTM execution without direct authority preferred
- Must be legally authorized to work in the country where applying
- Docker does not offer visa sponsorship for this role
Benefits
- Remote-first work from home
- Flexible schedule
- Generous PTO
- Quarterly Whaleness Days
- 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
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