Global ISV & Technology Ecosystem Alliances Manager

About the Role

As a key player in the alliance management team, the Global ISV & Technology Ecosystem Alliances Manager will work closely with cross-functional teams, including sales, marketing, and product. This role requires a deep understanding of the sales process, the ability to connect the teams, processes, and tools that turn partnerships into revenue engines, and a "dive deep" mentality to understand the nuances of sales processes and the tools that enable them.

Docker is at the center of the shift towards autonomous workflows, providing sandboxed environments, verified images, and secure infrastructure that make them trustworthy by default. As the company continues to grow and expand its ecosystem, the Global ISV & Technology Ecosystem Alliances Manager will play a vital role in driving this growth and ensuring the success of its partners.

What You Will Do

• Define the ISV co-selling motion as a core part of the standard outreach process for all Docker BDRs and Account Executives
• Develop and implement the data flows, lead routing, and attribution models required to scale the co-selling motion
• Improve the effectiveness of target account identification and deal qualification, significantly reducing the deal closure cycle time
• Drive complex co-sell motions involving ISVs, Channel Partners, and Docker sales reps
• Lead systematic account mapping exercises to identify high-yield targets
• Track and report on partner-sourced and partner-influenced pipeline, ensuring reps realize measurable "Reach & Yield" improvements
• Identify and onboard ISV and technology partners that align with Docker's technical priorities
• Act as the bridge between partners, sales, and product to ensure integrations are commercialized and effectively sold in the field
• Create playbooks and enablement materials that allow sales reps to efficiently leverage partner relationships
• Execute high-impact GTM plans, campaigns, and field engagement activities with priority partners

What We Are Looking For

• 5-10 years of experience in enterprise software alliances, partnerships, or business development, with a track record of negotiating and scaling co-selling partnerships with ISVs
• Deep understanding of the DevOps, DevSecOps, or Cloud Infrastructure ecosystem
• Experience with sales management applications such as Salesforce, Marketo, and others as they relate to partner management
• Ability to engage with technical stakeholders
• Strong execution and operational mindset
• "Dive deep" mentality with the curiosity and technical rigor to understand the nuances of sales processes and the tools that enable them
• Sales empathy and understanding of the daily workflow of BDRs and AEs
• Commercial acumen with a focus on measurable outcomes: pipeline growth and yield, deal qualification speed, and net revenue

Nice to Have

• Experience with Snyk, JFrog, or similar companies
• Knowledge of AI and machine learning in software development
• Certification in sales or alliance management
• Experience working in a remote-first team

Benefits and Perks

• Competitive compensation package
• Comprehensive benefits, including health, dental, and vision insurance
• Generous PTO and holiday policy
• Remote work stipend and home office setup
• Professional development opportunities and training budget
• Access to the latest tools and technologies
• Collaborative and dynamic work environment

• Tip: Make sure to highlight your experience with sales management applications like Salesforce and your ability to engage with technical stakeholders in your application.
• Tip: Be prepared to provide specific examples of your experience in negotiating and scaling co-selling partnerships with ISVs.
• Tip: Show your understanding of the DevOps, DevSecOps, or Cloud Infrastructure ecosystem and how you can leverage this knowledge to drive growth and success in the role.
• Tip: Demonstrate your commercial acumen by discussing your experience with pipeline growth and yield, deal qualification speed, and net revenue.
• Tip: Be prepared to discuss your experience working in a remote-first team and how you can effectively collaborate with cross-functional teams in a distributed environment.
• Tip: Highlight your ability to "dive deep" and understand the nuances of sales processes and the tools that enable them, as well as your sales empathy and understanding of the daily workflow of BDRs and AEs.