Principal GSI & SI Partnerships
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Job Description
Principal partnerships leader embedding Docker's AI Governance platform into global systems integrators. Building joint offerings, commercial models, and co-sell revenue across enterprise AI transformation.
Responsibilities:
- Own Docker's global GSI/SI partnership strategy across Accenture, Deloitte, EY, KPMG, and other top-tier consultancies
- Build and sustain executive relationships with GSI AI/GenAI practice leaders
- Position Docker's AI Governance capabilities within GSI AI transformation and consulting offerings
- Represent Docker in executive briefings, QBRs, and joint planning sessions
- Partner with Professional Services and field teams to share service assets and build partner ecosystem capabilities
- Design the “how GSIs make money with Docker” commercial story
- Build joint solution offerings and packaged plays combining GSI advisory/delivery capabilities with Docker's platform
- Negotiate referral, resale, and co-delivery commercial frameworks
- Own end-to-end GSI co-sell execution from lead generation and account mapping through deal closure
- Identify target accounts, create joint account plans, and drive GSI-sourced and GSI-influenced pipeline
- Build playbooks, battlecards, and training for Docker sellers and GSI teams
- Establish joint pipeline review cadence with GSI partners and internal sales leadership
- Translate Docker's AI Governance framework into assets GSI practices can adopt
- Prioritize GSI industry verticals and use cases for Docker's governance offering
- Co-develop points of view, joint IP, and reference architectures with GSIs
- Build the GSI/SI partnership function, including coverage models, hiring needs, and operating rhythms
- Serve on the Partner Leadership Team
- Report pipeline, revenue, practice development progress, and joint GTM execution to executives
Requirements:
- 12+ years in partnerships, alliances, or GTM leadership
- Substantial direct experience building and running relationships with GSIs/SIs such as Accenture, Deloitte, EY, KPMG, or similar
- Strong existing network at the GSI senior executive level
- Proven track record 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, and delivery organizations
- Familiarity with AI/GenAI transformation programs, consulting delivery models, and GSI AI advisory and implementation monetization
- Background in developer tools, cloud-native infrastructure, or AI/security ecosystems is a strong advantage
- Executive presence with credibility engaging GSI practice leaders and partner C-suite as a peer
- Ability to shape multi-year GSI strategy and run weekly pipeline reviews with field sales
- Strong commercial and deal-structuring acumen
- Ability to align Sales, Product, and Marketing around a GSI engagement motion
- Comfort owning GSI-sourced/influenced pipeline reporting and practice development metrics
- Excellent narrative and positioning skills
- Docker does not offer visa sponsorship for this role
Benefits:
- Equity for all full-time employees
- Remote-first work from home
- Flexible schedule
- Generous PTO
- Designated quarterly Whaleness Days
- End-of-year Whaleness break
- Home office support
- Technology stipend equivalent to US$100 net per month
- Annual learning and development stipend for conferences, courses, certifications, and continued learning
- 16 weeks of paid parental leave after six months of employment
- Medical benefits
- Retirement benefits
- Paid holidays
- Docker swag
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