Partner Sales Manager

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 region.

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
• 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, 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
• Begin tracking early performance indicators for partner-sourced and partner-influenced pipeline

One-Year Impact

• Build durable, high-value relationships with strategic and regional reseller partners
• Drive measurable growth in partner-sourced pipeline, net new ARR, and renewals
• Expand Docker’s regional coverage and market penetration through partner-led GTM
• Continuously refine the reseller engagement model based on performance, feedback, and market trends

Docker does not offer visa sponsorship for this role.