Partner Sales Manager (Central EMEA)

ABOUT DOCKER

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.

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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 regio

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.

Compensation & Equity

EU: €145,600– €208,000 OTE + equity

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POSTING INFORMATION

• Open vacancy: This posting is for an existing open role.
• AI in hiring: Docker may use AI-assisted tools during our recruiting process.
• Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer …