Channel Manager - Western US

Salary: $129.1K - $161.4K Location Type: Remote Employment Type: Full-Time

Position Overview

Docker is seeking an experienced Channel Manager based in the Western US to drive continued growth and success with our channel partners. This role is ideal for someone with experience in a startup environment who enjoys the build phase of a successful channel program. The successful candidate will be responsible for recruiting, enabling, and driving revenue-generating programs with partners.

Responsibilities

• Develop and Execute Strategic Plans:
  • Define and implement partner-focused business strategies.
  • Maintain regular communication on pipeline status, key accounts, partner progress, resource needs, challenges, and milestones.
• Drive Cross-Functional Collaboration:
  • Partner with Sales, Marketing, Product, and other internal teams to ensure clear alignment on goals, roles, and execution plans for generating and closing partner-driven opportunities.
• Enable Partner-Led Growth:
  • Collaborate closely with Docker sales leadership and partners to drive net new business.
  • Equip partners with the knowledge and tools they need to effectively sell and support the full Docker product portfolio.

Qualifications

• Track record of success in a startup channel environment with channel partners.
• A minimum of 10 years of enterprise/channel selling experience, working in field sales through Solution Partners or in a Channel Management role for enterprise software companies.
• Experience in driving marketing programs with partners and generating net new revenue.
• Experience in software sales, developer tools, or security.
• BSc degree in Sales, Business Administration, Marketing, or a relevant field.

Onboarding & Development Plan

First 30 Days: Orientation & Foundation

• Get fully onboarded on Docker’s sales motions, tools, and internal processes.
• Learn the Docker partner model and understand key partner types (e.g., distributors, cloud marketplaces, GSIs, regional VARs).
• Meet and build rapport with priority partners across key regions.
• Establish cross-functional relationships across Sales, Marketing, Product, and Customer Success.
• Draft a high-level partner go-forward plan, including recruitment, onboarding, and engagement priorities for the year.

First 60 Days: Partner Cadence & Planning

• Deepen engagement with top existing partners through structured check-ins and mutual goal-setting.
• Define and align performance metrics and expectations with key partners.
• Collaborate with Marketing to build a regional partner marketing plan.
• Align on pipeline development strategies with ecosystem and channel partners.

First 90 Days: Execution Kickoff

• Launch initial joint sales and marketing campaigns with partners and regional sales teams.
• Drive partner enablement initiatives in alignment with sales teams, ensuring clear collaboration workflows.
• Begin tracking early performance indicators for sourced pipeline and partner-influenced opportunities.

One-Year Outlook: Strategic Impact & Growth

• Establish long-term, high-value relationships with strategic and regional partners.
• Drive measurable growth in partner-sourced pipeline, net new ARR, and renewal revenue.
• Support product adoption and developer engagement through partner-led efforts and localized initiatives.
• Continuously refine the partner engagement model based on performance, feedback, and market trends.

About Docker

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!

Note: We use Covey as part of our hiring and/or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process, we provide Covey with job requirements and candidate submitted applications.