Senior Partner Enablement Manager

About Docker

Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.

We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

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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.

Responsibilities

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.

Qualifications

Required

5+ years of experience in partner enablement, channel enablement, or partner programs in a SaaS or technology company.

Demonstrated ability to design and deliver scalable partner training and certification programs anchored to GTM outcomes — not just content management.

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.

Experience building or supporting account mapping processes and joint pipeline programs between a vendor’s field team and partner sales organizations.

Excellent communicator — able to engage and build credibility with both external partners and internal field stakeholders.

Strong project management skills with the ability to manage multiple programs and deadlines simultaneously.

Data-driven mindset — you use metrics to prioritize, measure, and connect enablement investment to GTM results.

Strongly Preferred

Experience building partner enablement programs from scratch in a high-growth SaaS environment.

Familiarity with Command of the Message or other structured sales methodologies.

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).