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.
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The next wave of enterprise transformation is being built by the Global Systems Integrators and every one of them is racing to stand up AI transformation and AI governance practices for their clients. Docker's AI Governance strategy is the natural infrastructure layer underneath that motion, and we need a senior partner leader to make that connection real, commercially, at scale.
We're looking for a Principal, GSI & SI Partnerships to build and lead Docker's engagement with the world's largest consultancies and systems integrators; Accenture, Deloitte, EY, KPMG, and others, as both a strategic force multiplier for our AI Governance narrative and a tactical revenue engine through co-sell.
This is a dual-altitude role. At one level, you are the executive relationship-holder who gets Docker a seat at the table inside GSI AI practices; shaping how they build, package, and go to market with AI transformation offerings. At the other, you are the operator who turns those relationships into pipeline: enabling sales teams, building joint plays, and driving deals to close. You will define how Docker becomes the trusted infrastructure partner GSIs build their AI consultancy motions on top of and how they make money doing it.
KEY STAKEHOLDERS & CROSS-FUNCTIONAL PARTNERSHIPS
- Primary: CRO and Sales Leadership; Global Alliances Leadership; Partner Leadership Team
- Primary: Professional Services, Field Sales and Solutions Engineering teams (co-sell enablement and execution)
- Secondary: Product Marketing, Demand Generation, Ecosystem Marketing
- Secondary: Cloud & Channel Partnerships, Technology Alliances, Product Management
- External: Accenture, Deloitte, EY, KPMG, and other GSIs/SIs including their AI/GenAI practice leadership, industry verticals, and delivery organizations
RESPONSIBILITIES
GSI Strategy & Executive Engagement
- Own Docker's global GSI/SI partnership strategy, prioritizing and sequencing engagement across Accenture, Deloitte, EY, KPMG, and other top-tier consultancies.
- Build and sustain executive-level relationships with GSI AI/GenAI practice leaders, identifying where Docker's AI Governance capabilities plug directly into their e