Partner Sales Manager – Melbourne, Sydney Preferred

Docker, Inc

. Develop and execute regional reseller and channel partner plans aligned with Docker’s GTM strategy and revenue goals .

Posted 9/23/2026full-timeRemote • AustraliaSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing reseller and channel partner strategies to drive revenue growth, with a strong focus on partner enablement and pipeline management. Proven ability to build relationships with stakeholders and align sales and marketing initiatives to maximize partner performance.

Highest-signal resume keywords

Channel Program DevelopmentPartner Pipeline ManagementEnterprise Sales ExperienceJoint Marketing ProgramsReseller Relationship Building

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partner EnablementDeal RegistrationForecastingKey Account PlanningPerformance Metrics TrackingDemand GenerationSales Strategy DevelopmentNet New Business GenerationRegional Market PenetrationSales Motion Onboarding

Soft Skills

Relationship BuildingCollaborationCommunicationStrategic PlanningProblem Solving

Certifications & Qualifications

Bachelor’s Degree in BusinessBachelor’s Degree in SalesBachelor’s Degree in Marketing

Industry Keywords

ResellerChannel PartnerVARsGTM StrategyDevOpsSoftwareDeveloper ToolsSecurityHigh-Growth EnvironmentStartup

Tech Stack

Tools & technologies

Docker

About the role

Key responsibilities & impact

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
Partner with Docker Sales, Marketing, Product, and Technical Account teams
Align direct sales teams and reseller partners to maximize coverage and deal velocity
Drive net new business through reseller-led and co-sell motions
Enable partners with training, tools, and assets to sell and support Docker’s product portfolio
Activate joint sales plays, regional campaigns, and partner-driven demand generation initiatives
Complete onboarding across Docker’s sales motions, tools, and processes
Learn Docker’s partner model and key partner segments
Build relationships with internal stakeholders and priority regional partners
Develop a regional reseller strategy and engagement plan
Establish structured engagement and joint planning with top partners
Align 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
Launch joint sales and marketing initiatives with reseller partners
Drive partner enablement and define co-sell and deal engagement workflows
Track performance indicators for partner-sourced and partner-influenced pipeline
Build strategic and regional reseller relationships
Drive growth in partner-sourced pipeline, net new ARR, and renewals
Expand Docker’s regional coverage and market penetration through partner-led GTM
Refine the reseller engagement model based on performance, feedback, and market trends

Requirements

What you’ll need

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
Background in software, developer tools, DevOps, or security preferred
Bachelor’s degree in Business, Sales, Marketing, or a related field, or equivalent experience
Must be legally authorized to work in the country where applying
Docker does not offer visa sponsorship for this role

Benefits

Comp & perks

Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
Flexibility that fits your life – Manage your schedule while delivering great work.
Generous PTO
Designated quarterly Whaleness Days
Designated end-of-year Whaleness break
Home office support
Technology stipend equivalent to US$100 net per month
Annual stipend for conferences, courses, certifications, and continued learning
16 weeks of paid parental leave after six months of employment
Equity for all full-time employees
Medical benefits
Retirement benefits
Paid holidays, varying by country
Docker swag