Global ISV & Technology Ecosystem Alliances Manager
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Job Description
Global ISV & Technology Ecosystem Alliances Manager at Docker defining and operationalizing ISV co-selling motions. Manage partnerships to enhance sales efficiency and revenue growth.
Responsibilities:
- Define the Standard: Establish the ISV co-selling motion as a core part of the standard outreach process for all Docker BDRs and Account Executives.
- Process Architecture: "Dive deep" into the sales tech stack (Salesforce, Marketo) to define and implement the data flows, lead routing, and attribution models required to scale the motion.
- Efficiency Optimization: Improve the effectiveness of target account identification and deal qualification, significantly reducing the deal closure cycle time.
- Orchestration: Drive complex co-sell motions involving ISVs, Channel Partners, and Docker sales reps.
- Account Mapping: Lead systematic account mapping exercises to identify high-yield targets.
- Revenue Tracking: Track and report on partner-sourced and partner-influenced pipeline, ensuring reps realize measurable "Reach & Yield" improvements.
- Strategic Recruitment: Identify and onboard ISV and technology partners that align with Docker’s technical priorities.
- Ecosystem Integration: Act as the bridge between partners, sales, and product to ensure integrations are commercialized and effectively sold in the field.
- Sales "Easy Button": Create the playbooks and enablement materials that allow sales reps to efficiently leverage partner relationships.
- Joint GTM: Execute high-impact GTM plans, campaigns, and field engagement activities with priority partners.
Requirements:
- Experience: 5–10 years in enterprise software alliances, partnerships, or business development, with a track record of negotiating and scaling co-selling partnerships with ISVs.
- Domain Expertise: Deep understanding of the DevOps, DevSecOps, or Cloud Infrastructure ecosystem (experience with Snyk, JFrog, or similar is a major plus).
- Technical/Systems Skills: Working knowledge of sales management applications such as Salesforce, Marketo and others as they relate to partner management; ability to engage with technical stakeholders regarding APIs and integrations.
- Results-Oriented: Proven ability to deliver net-new sales pipeline and closed-won revenue through an ecosystem motion.
Benefits:
- Freedom & flexibility; fit your work around your life
- Designated quarterly Whaleness Days plus end of year Whaleness break
- Home office setup; we want you comfortable while you work
- 16 weeks of paid Parental leave
- Technology stipend equivalent to $100 net/month
- PTO plan that encourages you to take time to do the things you enjoy
- Training stipend for conferences, courses and classes
- Equity; we are a growing start-up and want all employees to have a share in the success of the company
- Docker Swag
- Medical benefits, retirement and holidays vary by country
- Remote-first culture, with offices in Seattle and Paris
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