Senior Partner Sales Manager (Japan)

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!The Senior Partner Sales Manager (PSM) – Japan is a builder, connector, and growth driver responsible for creating and scaling a high-performing partner ecosystem across Japan.This role is not about maintaining an existing channel — it is about building momentum from the ground up, activating the right partners, and turning partnerships into a material, repeatable source of ARR. Success is defined by partner-sourced pipeline and revenue, not by deal assistance or influence alone.The ideal candidate combines commercial sharpness, strong interpersonal skills, and a collaborative mindset and thrives in environments where structure is evolving and impact is visible.What You’ll OwnBuilding a scalable partner motion in Japan that consistently delivers partner-sourced pipeline and ARRActing as the face of the company to strategic partners in the regionCreating tight alignment between resellers, distributors, ecosystems partners, direct sales, marketing, and technical teamsTurning strategy into execution — and execution into revenueResponsibilities1. Build & Scale the Japan Partner EcosystemDesign and execute the partner strategy for Japan, aligned with regional GTM prioritiesRecruit, onboard, and activate partners aligned to ICPs, industries, and use casesFocus on quality over quantity — fewer partners, higher productivityIdentify whitespace opportunities and build partner coverage where direct sales cannot scale efficiently2. Drive Partner-Sourced Pipeline & ARR (Core Metric)Own partner-sourced pipeline and Net New ARR as your primary success metricEnable partners to identify, qualify, and register opportunities independentlyDevelop partners from “introduced” → “active” → “self-sufficient.”Co-sell strategically while coaching partners to close deals on their ownMaintain accurate pipeline visibility and attribution in CRMPartner-sourced revenue is not optional — it is the primary measure of success for this role.3. Enable, Motivate, and Inspire PartnersEnsure partners are sales-ready through enablement, certifications, and clear value messagingWork closely with Partner Solution Engineers to drive technical readiness and confidenceBring energy, clarity, and enthusiasm to partner interactions — this role requires a strong presence and personalityCreate a belief with partners that working with us is worth their time and investment4. Collaborate Deeply Across the BusinessWork hand-in-hand with direct sales to create clean, aligned partner engagementsPartner closely with Channel Marketing to execute regional campaigns and demand programsProvide structured feedback to product and leadership on market and partner insightsBe a team-first operator — success comes from shared wins, not silosCollaboration is critical: this role succeeds only by bringing people together around a common growth goal.5. Operate with a Builder’s MindsetCreate a structure where it doesn’t exist yetTest, learn, and refine partner motions quicklyBuild repeatable plays that can later be scaled across Japan and APAC if applicableTake ownership — this role has autonomy and expects accountabilityQualifications 7+ years in partner sales, alliances, or ecosystem roles in B2B SaaS or technologyProven experience building and scaling partner ecosystems, not just managing existing onesStrong commercial instincts and comfort owning a revenue numberExcellent communication skills and high emotional intelligenceCollaborative, positive, and resilient personality — able to influence without authorityExperience operating across multiple Japan markets is a ... (truncated, view full listing at source)