Principal GSI & SI Partnerships

Docker
United States
Workplace: RemoteFull timeUSD 203,700 - 291,000 annuallyFunction: Business Development & PartnershipsSkills: ["Executive presence","Commercial deal structuring","Cross-functional collaboration","Data-driven reporting","Strategic narrative and positioning"]

Build and lead Docker’s global partnerships with major systems integrators and consultancies, turning AI Governance into an enterprise-ready co-sell motion. Own executive relationships, develop the strategic narrative and business case, and design joint commercial models that drive measurable pipeline and revenue. Partner with Sales, Professional Services, Product, and Marketing to enable GTM execution, integrate AI Governance into packaged plays, and scale the partnership function as engagements grow.

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FursaFursa
Docker
Docker
1 week ago

Principal GSI & SI Partnerships

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Last checked: 23 minutes agoStatus: Live

Job Summary

Build and lead Docker’s global partnerships with major systems integrators and consultancies, turning AI Governance into an enterprise-ready co-sell motion. Own executive relationships, develop the strategic narrative and business case, and design joint commercial models that drive measurable pipeline and revenue. Partner with Sales, Professional Services, Product, and Marketing to enable GTM execution, integrate AI Governance into packaged plays, and scale the partnership function as engagements grow.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Sr. Director level

Key Responsibilities

  • •Own Docker’s global GSI/SI partnership strategy, including sequencing engagement across priority consultancies.
  • •Build and sustain executive-level relationships with GSI AI/GenAI practice leaders and develop the business case for Docker’s AI Governance capabilities.
  • •Design monetization and co-sell commercial models (e.g., referral/resale/co-delivery) aligned to partner incentives and supported by Professional Services capacity.
  • •Lead end-to-end co-sell execution with GSI partners, partnering with field sales on account planning, pipeline reviews, and deal closure.
  • •Translate Docker’s AI Governance framework into partner-ready language and assets, co-develop joint IP/reference architectures, and scale the partnership function (coverage models and hiring needs).

Pay and Benefits

Salary: USD 203,700 - 291,000 annually
Equity and Bonus:Equity
Perks:Remote WorkPaid ParentalHome OfficeLearning BudgetHealth InsuranceRetirementTechnology Stipend

Key Requirements

  • •12+ years in partnerships, alliances, or GTM leadership with direct experience building and running relationships with GSIs/SIs (e.g., Accenture, Deloitte, EY, KPMG) at senior executive level.
  • •Proven track record creating joint commercial models with GSIs/SIs and converting relationships into measurable co-sell pipeline and revenue.
  • •Experience navigating GSI internal structures, practice leadership, industry verticals, and delivery organizations to embed a technology partner into offerings.
  • •Familiarity with AI/GenAI transformation programs and consulting delivery and monetization models.
  • •Background in developer tools, cloud-native infrastructure, or AI/security ecosystems (advantage).
Experience:B2B SaaSInfrastructureEnterprise technologyAI/GenAI transformationConsulting deliveryDeveloper toolsCloud-nativeAI/security ecosystems
Skills:Executive presenceCommercial deal structuringCross-functional collaborationData-driven reportingStrategic narrative and positioning
Tech Stack:AIGenAIAI GovernanceDocker DesktopDocker HubDocker ScoutContainmentCurationControl

Eligibility

Work Authorization:Authorization required. Sponsorship not provided.

Company Brief

Docker
Docker builds developer tools and a collaborative platform for building, sharing and running containerized applications, including Docker Desktop and Docker Hub, to simplify container workflows from code to cloud.
Industry: Developer Tools
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Funding: Series C
Headquarters: San Francisco, United States
Founded: 2013
Glassdoor
Glassdoor: 2.7
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