Partner Sales Manager (Central EMEA) - Docker

About Docker

Docker is 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 sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

The Role

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.

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 of 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 Eastern European languages (Polish, Romanian, Croatian) are nice to have.
• Background in software, developer tools, DevOps, or security preferred.
• Bachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent practical experience).

What to Expect

• First 30 Days – Orientation & Foundation: Complete onboarding, learn Docker's partner model and key segments, build internal relationships, and draft a high-level regional reseller plan.
• First 60 Days – Partner Cadence & Planning: Establish structured engagement with top partners, align on pipeline metrics, and collaborate with Marketing on demand generation.
• First 90 Days – Execution & Momentum: Launch joint sales and marketing initiatives, drive enablement, and track partner-sourced and partner-influenced pipeline.
• One-Year Impact: Build durable relationships with strategic resellers, expand regional coverage, and drive measurable ARR growth.

Compensation & Location

• Eligible Locations: Remote within England, Portugal, Spain, Italy, or Germany.
• Compensation: €145,600 – €208,000 OTE + equity.
• Visa Sponsorship: Docker does not offer visa sponsorship for this role.

Perks & Benefits

• Remote-First by Design: Work from home with access to offices in Seattle and Paris for collaboration.
• Flexibility That Fits Your Life: Trust-based schedule management.
• Time to Recharge: Generous PTO, quarterly Whaleness Days, and an end-of-year Whaleness break.
• Home Office Support: Stipend and resources to set up your workspace comfortably.
• Technology Stipend: Equivalent to US$100 net per month for connectivity and tools.
• Learning & Development: Annual stipend for courses, conferences, and certifications.
• Parental Leave: 16 weeks of paid parental leave after six months of employment.
• Equity: Share in Docker's long-term success with company equity.
• Comprehensive Benefits: Medical, retirement, and country-specific holiday benefits.