Global Director - Global and Regional System Integrators

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps.  We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year.  Join us for a whale of a ride!

The Global and Regional Systems Integrator Director will be responsible for building and managing relationships with systems integrators (SIs) on both a global and regional level. This role requires a strategic thinker with a strong understanding of the Docker ecosystem, the ability to forge strong partnerships, and the skills to drive revenue through these relationships.

Responsibilities:

• Strategic Planning:

  • Develop and execute a comprehensive strategy for engaging with global and regional systems integrators.

  • Identify and prioritize key SI partners to align with Docker’s business objectives.

• Relationship Management:

  • Build and maintain strong, long-term relationships with SI partners.

  • Serve as the primary point of contact for SI partners, facilitating communication and collaboration.

• Collaboration and Alignment: 

  • Work closely with internal teams, including sales, marketing, product development, and customer success, to ensure partner activities are aligned with Docker's strategic goals and operational capabilities.

• Partnership Development: 

  • Identify, evaluate, and cultivate strategic partnerships with Global and Regional System Integrators and technology partners that can enhance Docker's product offerings and market reach

• Business Development:

  • Work with SI partners to identify new business opportunities and drive joint sales efforts.

  • Collaborate with the sales team to develop and execute go-to-market strategies with SI partners.

• Negotiation and Agreement: Lead the negotiation of partnership agreements, ensuring terms that are favorable and align with strategic objectives. Manage the contractual and operational aspects of partner relationships

• Partner Enablement:

  • Develop and deliver training and enablement programs to ensure SI partners are equipped to promote and support Docker solutions.

  • Provide ongoing support and resources to SI partners to enhance their capabilities and effectiveness.

• Performance Monitoring:

  • Track and analyze the performance of SI partnerships, using metrics to assess effectiveness and identify areas for improvement.

  • Regularly report on partnership progress and performance to senior management.

• Market Insights:

  • Stay informed about industry trends, competitive landscape, and market demands to inform strategic decisions.

  • Provide feedback from SI partners to internal teams to influence product development and improve Docker solutions.

Qualifications:

• A minimum of 10 years of partner experience, cloud service provider and system integrator sales, strategic alliances, sales, marketing, business development in technology 

• 5+ years channel sales or channel program management experience with accountability for revenue targets

• Track record of success and established relationships with System Integrators and Cloud Service Providers is preferred.

• Working knowledge of multi-company sales plays with Cloud Service Provider, ISV, and GSI/RSI environments is preferred.

• Ability to manage global and regional business plans, track and articulate partner progress.

• Strong executive presence and polish.

• Excellent written and verbal communication skills. Strong problem-solving skills and ability to organize priorities in a dynamic environment.

• Travel Required:  Estimated at 25-50% 

What to expect in the first 30 days:

• Understanding the Business, Technology, and Ecosystem: Initial weeks are often dedicated to understanding the company's products, services, and the specific market segment it operates within. This period is crucial for grasping the business model, sales processes, partner landscape and tools.

• Building Relationships: Start forming relationships with your team, peers, and other departments. Understanding the dynamics and how your team fits into the broader company objectives is key.

• Learning from Data: Review historical sales data, market research, and partner feedback to identify trends, strengths, weaknesses, opportunities, and threats.

• Initial Strategy Development: Begin forming ideas on how to approach your global responsibilities, including potential changes or enhancements to the sales and partner strategy. 

What to expect in the first 90 days:

• Detailed Partner Sales Strategy: By now, you should be ready to refine or develop a partner sales strategy that aligns with the company's goals. This strategy might include targeting new partner sales motions, expanding into new territories, or working with the product teams to open up new lines of business.

• Team Structure: By now you should have settled into the role and can define the internal and external resources and relationships to execute on your plan.

• Global and Regional System Integrator  Engagement: Start engaging more actively with the market through partner visits, participation in industry events, or direct outreach to key partner employees.

What to expect in the first year:

• Achieving Quota Targets: By the end of the first year, you should be hitting or exceeding your sales targets. Consistent performance review and adjustments to strategies will be key.

• Team Development: Develop your resources and team so that they’re operating at a high level across discovery, executing our Partner Sales methodologies and overall Partner Sales Excellence

• Strategic Leadership: Establish yourself as a strategic leader within the company, contributing to broader business strategies and innovations.

• Expansion and Scaling: Look for opportunities to expand your partner’'s presence, either by exploring new markets, launching new product lines, or optimizing sales channels.

Throughout these phases, it's important to maintain flexibility, adaptability, and a continuous learning mindset. The role of a Global Cloud Service Provider, especially with Cloud Service Providers, involves navigating complex partner sales cycles, managing high-value relationships, and leading the strategy both internally and externally. Success in this role requires a blend of strategic thinking, operational excellence, and leadership skills.

Perks (for Full Time Employees)

• Freedom & flexibility; fit your work around your life

• Home office setup; we want you comfortable while you work

• 16 weeks of paid Parental leave

• Technology stipend equivalent to $100 net/month

• PTO plan that encourages you to take time to do the things you enjoy

• Quarterly, company-wide hackathons

• Training stipend for conferences, courses and classes

• Equity; we are a growing start-up and want all employees to have a share in the success of the company

• Docker Swag

• Medical benefits, retirement and holidays vary by country

Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.

Due to the remote nature of this role, we are unable to provide visa sponsorship.

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