Global ISV & Technology Ecosystem Alliances Manager

Overview

Job Description

Responsibilities

• - Operationalizing the Co-Sell Motion
• - 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.
• - 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.
• - Efficiency Optimization: Improve the effectiveness of target account identification and deal qualification, significantly reducing the deal closure cycle time.
• - Co-Sell & Pipeline Generation Orchestration: Drive complex co-sell motions involving ISVs, Channel Partners, and Docker sales reps.
• - Account Mapping: Lead systematic account mapping exercises to identify high-yield targets.
• - Revenue Tracking: Track and report on partner-sourced and partner-influenced pipeline, ensuring reps realize measurable 'Reach & Yield' improvements.
• - Partner Development & Activation: Strategic Recruitment: Identify and onboard ISV and technology partners that align with Docker’s technical priorities.
• - Ecosystem Integration: Act as the bridge between partners, sales, and product to ensure integrations are commercialized and effectively sold in the field.
• - Enablement & GTM Execution: Sales 'Easy Button': Create the playbooks and enablement materials that allow sales reps to efficiently leverage partner relationships.
• - Joint GTM: Execute high-impact GTM plans, campaigns, and field engagement activities with priority partners.

Required Skills

• - 5–10 years in enterprise software alliances, partnerships, or business development, with a track record of negotiating and scaling co-selling partnerships with ISVs.
• - Deep understanding of the DevOps, DevSecOps, or Cloud Infrastructure ecosystem (experience with Snyk, JFrog, or similar is a major plus).
• - 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.
• - Proven ability to deliver net-new sales pipeline and closed-won revenue through an ecosystem motion.

Benefits

• - Freedom & flexibility; fit your work around your life
• - Designated quarterly Whaleness Days plus end of year Whaleness break
• - Home office setup; we want you comfortable while you work
• - 16 weeks of paid Parental leave
• - Technology stipend equivalent to $100 net/month
• - PTO plan that encourages you to take time to do the things you enjoy
• - Training stipend for conferences, courses and classes
• - Equity; we are a growing start-up and want all employees to have a share in the success of the company
• - Docker Swag
• - Medical benefits, retirement and holidays vary by country
• - Remote-first culture, with offices in Seattle and Paris