Senior Partner Enablement Manager

• Docker is looking for a Senior Partner Enablement Manager to own internal and external partner enablement and drive aligned GTM outcomes across our partner ecosystem
• Reporting to the Sr Director of Sales Enablement, you will design and deliver the training, certification, and enablement programs that connect Docker’s partner community — Channel partners, Hyperscalers (AWS, Azure, GCP), Global System Integrators, and Technology ISVs — to a shared, coordinated go-to-market motion
• Every program you build, every piece of content you ship, and every internal enablement session you run exists to accelerate GTM outcomes: more partner-sourced pipeline, stronger co-sell execution, and faster revenue through the ecosystem
• Docker’s partner ecosystem is a strategic growth lever, and AI Governance (AIG) is our primary co-sell motion
• You’ll ensure every partner type understands Docker’s AIG value proposition, knows how to run joint sales plays, and is ready to engage customers alongside our field teams
• Equally, you will serve as the internal GTM connector for Docker’s own sellers — equipping AEs, SEs, and CSMs with the partner playbooks, account mapping skills, and co-sell readiness they need to drive pipeline through the ecosystem
• If you love building from scratch, orchestrating complex programs across diverse partner types, and making an entire ecosystem move toward a common GTM goal, this role is for you
• External Partner GTM Enablement — Training & Certification
• Design, build, and continuously improve training and certification programs tailored to Docker’s partner community across Channel, Hyperscaler, G/SI, and Technology ISV partners — all anchored to enabling partners to execute Docker’s GTM motion
• Develop role-based learning paths that give partners the product knowledge, messaging fluency, and technical depth they need to sell and support Docker effectively — with AI Governance as the primary GTM anchor
• Leverage and extend Docker’s Accreditation Platform to scale partner certification, track completion, and recognize partner expertise across the ecosystem
• Manage certification tracks end-to-end — from curriculum design and facilitation to assessment, badging, and ongoing recertification — tying completion to measurable GTM readiness
• External Partner GTM Enablement — Content & Programs
• Develop and maintain a library of partner-specific GTM content including joint sales plays, co-sell decks, competitive positioning, product overviews, and objection handling guides — all built to activate partners in the field
• Partner with the Partner team to identify enablement gaps across each partner segment and build scalable programs to close them in service of shared pipeline goals
• Own and administer Docker’s partner enablement infrastructure, with Impartner as the primary partner management and learning platform
• Establish Impartner as a world-class partner portal — driving adoption, improving the partner experience, and continuously optimizing the platform for discoverability and GTM engagement
• Partner with Product Marketing to translate new launches and messaging — especially around AIG — into partner-ready GTM materials that are accessible, timely, and field-tested
• Internal GTM Enablement — Enabling Docker’s Field to Win with Partners
• Own the internal side of partner GTM: equip Docker’s AEs, SEs, and CSMs to confidently work alongside partners and drive joint pipeline
• Build and maintain “How to Win with Partners” resources for Docker’s field teams — covering account mapping, co-sell cadences, joint pipeline management, and partner engagement models tied to GTM outcomes
• Build co-sell plays and joint sales materials that connect Docker’s AIG story to each partner type’s unique value proposition (e.g., Hyperscaler integrations, G/SI delivery models, Channel resell motions)
• Develop and deliver enablement on how to run effective account mapping sessions with partners — including preparation, joint prioritization, and follow-through
• Support account mapping in Salesforce (SFDC) between Docker AEs and partner sales teams, ensuring the right structure and training exists to make joint pipeline sessions productive
• Run internal enablement sessions on partner engagement models, referral and resell programs, and co-marketing strategies to drive joint pipeline and GTM velocity
• GTM Velocity & Impact
• Drive velocity in Docker’s partner program by ensuring partners are enabled, certified, and ready to engage customers at every stage of the sales cycle
• Track partner readiness KPIs — including pipeline contribution, certification completion, co-sell engagement, and account depth — and tie every enablement investment to measurable GTM outcomes
• Use partner performance data, completion metrics, and field feedback to identify gaps and continuously sharpen programs
• First 30 Days — Learn & Listen
• Ramp on Docker’s platform, partner ecosystem strategy, and the current state of partner enablement across Channel, Hyperscaler, G/SI, and ISV segments — with a specific eye toward GTM alignment gaps
• Audit existing partner programs, content, and the Impartner platform — understand what exists, what’s missing, and what partners actually need to execute Docker’s AIG GTM story
• Build relationships with the Partner team, Sales leadership, and key partner stakeholders to understand the ecosystem’s GTM motion from the inside out
• First 90 Days — Take Ownership
• Take full ownership of the Impartner platform — establish governance, improve the partner experience, and begin driving adoption tied to GTM engagement
• Deliver the first partner training or certification module (with AIG as the GTM anchor) and gather field feedback to iterate
• Launch at least one “How to Win with Partners” internal enablement resource and one account mapping framework for Docker’s field teams
• First Year — Drive GTM Impact
• Operate a fully functioning partner enablement program with measurable readiness scores, certification completion rates, and partner-sourced pipeline contribution
• Be recognized by the Partner team, partner community, and Docker’s field teams as the go-to resource for partner GTM enablement, co-sell readiness, and joint pipeline execution
• Demonstrate clear linkage between partner enablement investment and partner-driven GTM outcomes — pipeline generated, quota retired, and account depth increased

Benefits

• 100% company paid medical premiums for employees and dependents
• Flexible Time Off Policy
• Employer Paid Holidays
• Generous Parental Leave (after 6 months of employment)
• Home Office Set Up Budget
• Monthly Technology Stipend
• Training Allowances
• Life and Disability Insurance
• Retirement Plans
• Virtual and In-Person Social Events
• Docker Swag
• Quarterly Hackathons

• Demonstrated ability to design and deliver scalable partner training and certification programs anchored to GTM outcomes — not just content management
• 5+ years of experience in partner enablement, channel enablement, or partner programs in a SaaS or technology company
• Data-driven mindset — you use metrics to prioritize, measure, and connect enablement investment to GTM results
• Strong project management skills with the ability to manage multiple programs and deadlines simultaneously
• Excellent communicator — able to engage and build credibility with both external partners and internal field stakeholders
• Experience building or supporting account mapping processes and joint pipeline programs between a vendor’s field team and partner sales organizations
• Proven experience managing a partner portal or LMS — Impartner experience strongly preferred
• Strong understanding of channel dynamics, co-sell motions, and partner ecosystem economics across Channel, Hyperscaler, and G/SI partner types
• Demonstrated ability to manage external relationships with partner stakeholders and influence GTM execution without direct authority
• Experience working cross-functionally with Sales, Marketing, Product, and Partner teams to align enablement with go-to-market priorities
• Exposure to AI, containerization, DevOps tooling, or developer platforms — Docker experience a significant plus
• Experience enabling partners around a primary GTM motion or strategic product category (e.g., AI/ML, security, cloud infrastructure)
• Familiarity with Command of the Message or other structured sales methodologies
• Experience building partner enablement programs from scratch in a high-growth SaaS environment