Docker, Inc

Docker, Inc

Principal GSI & SI Partnerships

United States · Principal

Sponsorship not specifiedDetected 56 days ago
DockerAgentic AILead GenerationCadenceLeadership

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Cap-exempt (no lottery)0
Sponsors this role80
Entry-level history0
PERM / green-card track0
Lottery odds40
Fits your clock70

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About the role

  • 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.

Responsibilities

  • Own Docker's global GSI/SI partnership strategy, prioritizing and sequencing engagement across Accenture, Deloitte, EY, KPMG, and other top-tier consultancies.
  • Build and sustain executive-level relationships with GSI AI/GenAI practice leaders, identifying where Docker's AI Governance capabilities plug directly into their existing AI transformation and consulting offerings.
  • Develop the strategic narrative and business case that positions Docker as the infrastructure and governance layer GSIs need to de-risk and scale their clients' AI initiatives.
  • Design and articulate a clear "how GSIs make money with Docker" story, connecting Docker's AI Governance platform to GSI services revenue, delivery methodologies, and staffing models.
  • Build joint solution offerings and packaged plays with GSIs that combine their advisory/delivery capability with Docker's platform, creating a repeatable, sellable motion for both sides.
  • Negotiate and structure commercial frameworks (referral, resale, co-delivery) that align incentives and make Docker an attractive, profitable practice area for GSI partners.
  • Align with Professional Services to build the service partner capacity needed to augment PS.
  • Own end-to-end co-sell execution with GSI partners, from lead generation and account mapping through joint pursuit and deal closure.
  • Partner directly with Docker's field sales organization to identify target accounts, build joint account plans, and drive GSI-sourced and GSI-influenced pipeline.
  • Build the enablement infrastructure (playbooks, battlecards, training) that equips both Docker sellers and GSI teams to identify, position, and close joint opportunities.

Requirements

  • Familiarity with AI/GenAI transformation programs, consulting delivery models, and how GSIs structure and monetize AI advisory and implementation work.
  • 12+ years in partnerships, alliances, or GTM leadership, with substantial direct experience building and running relationships with GSIs/SIs (Accenture, Deloitte, EY, KPMG, or similar) at a B2B SaaS, infrastructure, or enterprise technology company. With strong existing network at the GSI senior exec level.
  • Proven track record of building joint commercial models with GSIs and converting relationships into measurable co-sell pipeline and revenue.
  • Experience navigating GSI internal structures, practice leadership, industry verticals, delivery organizations and knowing how to get a technology partner embedded into their offerings.
  • Background in developer tools, cloud-native infrastructure, or AI/security ecosystems is a strong advantage.
  • Executive presence with the credibility to engage GSI practice leaders and partner C-suite as a peer.
  • Dual fluency in strategy and execution, equally comfortable shaping a multi-year GSI strategy and running a weekly pipeline review with field sales.
  • Strong commercial and deal-structuring acumen
  • able to design win-win economics that make Docker a priority practice for GSI partners.

Skills

  • Skilled cross-functional operator, able to align Sales, Product, and Marketing behind a coherent GSI engagement motion.
  • At the other, you are the operator who turns those relationships into pipeline:
  • Professional Services, Field Sales and Solutions Engineering teams (co-sell enablement and execution)
  • Product Marketing, Demand Generation, Ecosystem Marketing
  • Cloud & Channel Partnerships, Technology Alliances, Product Management

Benefits

  • Build out the GSI/SI partnership function as it scales - defining coverage models, hiring needs, and operating rhythms as engagement deepens across additional GSIs.

Company info

  • Partner with Professional Services and field teams to both share appropriate service assets and build the service's capabilities Docker needs in the partner ecosystem to serve our mutual customers.
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