Strategic Partner Program Lead

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!Docker has an established and growing Partner Program. As our ecosystem expands across Channel, GSIs, Hyperscalers, and Technology Alliances, we are hiring a Strategic Partner Program Lead to lead the next phase of maturity, scale, and operational excellence.This role is responsible for defining and operationalizing Docker’s Ideal Partner Journey (IPJ) and ensuring seamless integration with our customer journey, revenue systems, and go-to-market engine.This leader will bring structure, systems alignment, performance rigor, and measurable partner-driven growth to an already active and expanding ecosystem.Responsibilities1. Define, Manage & Optimize the Ideal Partner Journey (IPJ)Formalize and continuously improve Docker’s Ideal Partner Journey across:Partner recruitmentOnboarding & enablementLead management & deal registrationCo-selling & GTM executionTier progression & performance managementLong-term scaleEnsure alignment between the Partner Journey and Customer Journey — eliminating friction or disruption between the two.Identify bottlenecks across:SystemsOrganizational structureTooling, processes, and policies2. Align Partnerships Strategy with RevOps & SystemsServe as the strategic bridge between Partnerships, Sales, and RevOps.Translate business objectives into system requirements and phased operational plans.Assess and optimize existing tooling (including Allbound and Channel Scalar):Activate unused modulesEvaluate subscription expansionsImprove integrations across Salesforce and the broader GTM stackGuide Sales Ops on technical evaluations where necessary.Ensure scalable automation of IPJ and related frameworks (including Mariner).3. Improve Partner-Driven Revenue PerformanceDrive measurable improvements across:Partner-led Lead → Opportunity conversion ratesAverage partner-led deal sizeDeal registration volumeDeal registration close rateDefine:Clear KPIs and MBOs for partner successInternal performance management processesTiering structure (A/B/C or equivalent)Regional partner coverage and density strategyOwnership model (e.g., PSMs, regional leads, strategic accounts)4. Expand Scope Across Ecosystem TypesWhile Channel is the first priority, the ultimate scope includes:GSIsRSIsHyperscalersTechnology AlliancesThis role will ensure structural consistency while allowing for ecosystem-specific adaptations.5. Maintain a Living Market & Competitive ViewMaintain a dynamic SWOT analysis of Docker’s Partnerships & Alliances strategy.Continuously evaluate ecosystem positioning and opportunities for leverage.Ensure the program supports broader company initiatives (including AI Governance launch readiness).How You’ll WorkThis role follows a disciplined methodology:Define desired business outcomes.Map the current partner journey.Identify operational and systems gaps.Build the foundational “skeleton” first.Layer in technical systems and automation.Execute each stage before moving to the next.You will operate both strategically and operationally — setting direction while ensuring execution.Qualifications 10+ years in Partner Programs, Channel Strategy, Alliances, or RevOps-adjacent rolesExperience scaling an existing partner program to the next maturity stageStrong PRM expertise (Allbound, Channel Scalar, or similar platforms)Deep understanding of Salesforce & GTM systems architectureProven ability to improve partner-sourced revenue metricsExperience across Channel and strategic alliances (GSIs, Hyperscalers, Tech Alliances)Strong cross-functional leadership and influence skillsWhy This Role MattersDocker ... (truncated, view full listing at source)