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Global ISV & Technology Ecosystem Alliances Manager

May 2, 2026

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.As a critical member of the Global Channels and Strategic Alliances organization, your primary mission is to define, operationalize, and scale the ISV co-selling motion across our ecosystem. This is not just a relationship role; it is an execution-focused role designed to build a frictionless engine that connects strategic ISV and channel partners with our direct and indirect selling teams. You will make it easy and effective for all sales reps (BDRs and AEs) to leverage the ecosystem to achieve far greater account success, scale, and reach than they could achieve alone.<h1>What Makes Someone Successful in This Role</h1><ul style="min-height:1.5em"><li>Execution & Operational Mindset: You don’t just "manage" partnerships; you connect the teams, processes, and tools that turn them into revenue engines.</li><li>"Dive Deep" Mentality: You possess the curiosity and technical rigor to understand the nuances of sales processes and the tools (Salesforce, Marketo) that enable them.</li><li>Sales Empathy: You understand the daily workflow of BDRs and AEs and are obsessed with reducing friction in their selling motions.</li><li>Commercial Acumen: You are driven by measurable outcomes: pipeline growth and yield, deal qualification speed, and net revenue.</li></ul><h1> Responsibilities</h1>1. Operationalizing the Co-Sell Motion<ul style="min-height:1.5em"><li>Define the Standard: Establish the ISV co-selling motion as a core part of the standard outreach process for all Docker BDRs and Account Executives.</li><li>Process Architecture: "Dive deep" into the sales tech stack (Salesforce, Marketo) to define and implement the data flows, lead routing, and attribution models required to scale the motion.</li><li>Efficiency Optimization: Improve the effectiveness of target account identification and deal qualification, significantly reducing the deal closure cycle time.</li></ul>2. Co-Sell & Pipeline Generation<ul style="min-height:1.5em"><li>Orchestration: Drive complex co-sell motions involving ISVs, Channel Partners, and Docker sales reps.</li><li>Account Mapping: Lead systematic account mapping exercises to identify high-yield targets.</li><li>Revenue Tracking: Track and report on partner-sourced and partner-influenced pipeline, ensuring reps realize measurable "Reach & Yield" improvements.</li></ul>3. Partner Development & Activation<ul style="min-height:1.5em"><li>Strategic Recruitment: Identify and onboard ISV and technology partners that align with Docker’s technical priorities.</li><li>Ecosystem Integration: Act as the bridge between partners, sales, and product to ensure integrations are commercialized and effectively sold in the field.</li></ul>4. Enablement & GTM Execution<ul style="min-height:1.5em"><li>Sales "Easy Button": Create the playbooks and enablement materials that allow sales reps to efficiently leverage partner relationships.</li><li>Joint GTM: Execute high-impact GTM plans, campaigns, and field engagement activities with priority partners.</li></ul><h1> Qualifications</h1><ul style="min-height:1.5em"><li>Experience: 5–10 years in enterprise software alliances, partnerships, or business development, with a track record of negotiating and scaling co-selling partnerships with ISVs.</li><li>Domain Expertise: Deep understanding of the DevOps, DevSecOps, or Cloud Infrastructure ecosystem (experience with Snyk, JFrog, or similar is a major plus).</li><li>Technical/Systems Skills: Working knowledge of sales management applications such as Salesforce, Marketo and others as they relate to partner management; ability to engage with technical stakeholders regarding APIs and integrations.</li><li>Results-Oriented: Proven ability to deliver net-new sales pipeline and closed-won revenue through an ecosystem motion.</li></ul><h1>What to expect</h1><h1>First 30 Days</h1>Ramp on Docker’s products and current partner landscape; build relationships with key stakeholders in Sales, Marketing, and Product.<h2> </h2><h2>First 90 Days</h2>Begin operationalizing the co-sell framework for priority ISVs; audit current Salesforce/Marketo workflows to identify friction points.<h2>One Year Outlook</h2>Establish a global, repeatable co-sell engine where partner-influenced deals are a standard component of Docker’s revenue growth; deliver measurable improvements in sales rep efficiency and pipeline yield.Docker does not offer visa sponsorship for this role.We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using <a target="_blank" rel="noopener noreferrer nofollow" href="https://getcovey.com/product/covey-scout-inbound">Covey Scout for Inbound</a> on April 13, 2024.Please see the independent bias audit report covering our use of Covey <a target="_blank" rel="noopener noreferrer nofollow" href="https://getcovey.com/nyc-local-law-144">here</a>.Perks<ul style="min-height:1.5em"><li>Freedom & flexibility; fit your work around your life</li><li>Designated quarterly Whaleness Days plus end of year Whaleness break</li><li>Home office setup; we want you comfortable while you work</li><li>16 weeks of paid Parental leave</li><li>Technology stipend equivalent to $100 net/month</li><li>PTO plan that encourages you to take time to do the things you enjoy</li><li>Training stipend for conferences, courses and classes</li><li>Equity; we are a growing start-up and want all employees to have a share in the success of the company</li><li>Docker Swag</li><li>Medical benefits, retirement and holidays vary by country</li><li>Remote-first culture, with offices in Seattle and Paris</li></ul>Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.#LI-REMOTE

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...