About this role
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 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. You will own a regio
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
- Bac