Senior Manager, Partner Marketing (East Coast or EMEA Preferred)

Job description

## **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. _______________________________________________________________________ Docker's partner ecosystem, spanning technology partners, GSIs, ISVs, resellers, distributors, and cloud alliances, is how Docker extends its reach into enterprise accounts beyond direct sales coverage. Docker is investing meaningfully in this ecosystem, and the **Senior Manager, Partner Marketing** owns the marketing function that powers it. As Docker enters its next stage of growth, this is a role for a builder: someone ready to evolve partner marketing from a set of discrete activities into a comprehensive, end-to-end strategy, integrated with Docker's broader GTM and marketing motions and aligned with our partner ecosystem goals. You will define how Docker shows up for its partners globally, from portal governance and MDF strategy to co-marketing campaigns, events, and the sales-ready assets that equip partners to win in market. You will set the function's strategy, standards, and operating model, and build the roadmap and team that scale with the business. You will operate as the marketing counterpart to senior ecosystem leadership, including the VP of Partnerships and Alliances and the broader Global Alliances team: setting the partner marketing agenda, driving global initiatives that accelerate ecosystem growth, and representing partner marketing in Docker's marketing and alliances leadership forums. You will also partner closely with the Strategic Partner Program Director to bring the partner program to life, ensuring every element is supported with the right content, campaigns, and tools. The role reports to the Sr. Director, Growth Marketing. # **WHAT SUCCESS LOOKS LIKE** Partner marketing at Docker is a measurable contributor to revenue growth. The strategy you set carries pipeline targets, the MDF budget you own carries ROI reporting, and the portal you govern shows adoption and engagement trending up. Your work spans three motions: marketing **to** partners, keeping them engaged, informed, and enabled; marketing **through** partners, equipping them to carry Docker into their markets; and marketing **with** partners, co-marketing that generates pipeline for both sides. You operate at every altitude, internally and externally: with senior leaders, with partners in region, and with the execution-level stakeholders across marketing, the partner organization, product, and other cross-functional teams who ship the work alongside you. Your decisions are grounded in data. And you do not just stay close to the work, you do the work: this function starts with you as both its builder and its operator. Your collaboration with field marketing across EMEA, Americas, and APAC will be critical to keeping partner marketing globally consistent and locally relevant, and over time you build what lasts: the processes, standards, operating model, and eventually the team that let partner marketing scale beyond any one person. # **RESPONSIBILITIES** **Strategy & Function Leadership** - Own and lead Docker's global partner marketing function: strategy, budget, standards, and operating model, including the structure, resourcing, and team the function needs as Docker's ecosystem scales. - Build and maintain the annual Global Partner Marketing Plan, defining spend allocation, pipeline targets, and the marketing motions that support partner-led growth across all tiers and geographies. - Serve as the marketing counterpart to alliances leadership: shape ecosystem GTM strategy with the VP of Partnerships and Alliances, carry credibility with senior partner executives, and own quarterly planning and reporting on partner-sourced and partner-influenced pipeline, MDF ROI, and portal adoption. **Partner Campaigns & Pipeline** - Translate partner program requirements into scalable campaigns and marketing motions that partners can execute independently or co-execute with Docker, and own the partner marketing calendar in sync with corporate marketing, product launches, and field marketing. - Operationalize partner lead management with the Strategic Partner Program Director and Partner Operations, driving joint demand generation programs that produce qualified leads and tracking the partner pipeline they create. **Partner Communications, Portal & Content** - Lead all partner-facing communications on a cadence that keeps partners engaged, informed, and enabled, with the Partner Portal as a key channel. - Lead Partner Portal (PRM) governance and optimization with the Strategic Partner Program Director, keeping content current and well-organized across tiers and partner types, and driving engagement and adoption. - Own partner-facing messaging and content: Docker's partner web presence, the value story for each partner segment, and a comprehensive asset library that equips partners to sell Docker in market. **Partner MDF & Co-Marketing** - Own the global Partner MDF program end to end, from program design and eligibility through approval, activity tracking, compliance, and ROI reporting. - Develop MDF-funded co-marketing plans with partners that drive pipeline and brand awareness on both sides. **Partner Events & Webinars** - Set Docker's partner event strategy and execute it with Field Marketing, the Events team, and local partner teams: partner summits, partner tracks at DockerCon and industry events, webinars, and roadshows. - Ensure every activation carries a follow-up motion that converts engagement into pipeline. # **QUALIFICATIONS** - 8+ years in partner, channel, or ecosystem marketing, ideally in B2B SaaS or open-source software, with a proven track record of building and scaling global partner marketing programs and the pipeline results to show for it. - Leadership experience: you have led a function, managed or mentored marketers, or operated as the senior-most partner marketing voice in an organization, and you are ready to build and lead a team as the function scales. - Hands-on command of the partner marketing toolkit: PRM platforms, MDF programs and co-marketing budgets with ROI reporting, and the core marketing stack (Salesforce, Marketo or HubSpot, Asana or similar). - Data-driven operator: comfortable with pipeline reporting, MDF ROI analysis, and portal engagement metrics, and able to run multiple workstreams across time zones. - Executive-level communication and collaboration: you can set an agenda with a VP, write for partners and developers, defend a budget with data, and build trust with senior stakeholders inside and outside the company. - A global mindset, attuned to regional nuances across EMEA, Americas, and APAC, and a builder mentality: energized by creating the strategy, processes, and team from the ground up. - Familiarity with developer tools, container technology, or cloud-native ecosystems is a strong advantage. # **WHAT TO EXPECT** This role starts in execution. There are partner-facing moments already on the calendar in your first quarter that you will help land while you build the function underneath them. ## **First 30 Days** - Immerse in Docker's product, partner ecosystem, and program structure, and align with Growth Marketing leadership, the VP of Partnerships and Alliances, the Global Alliances team, and the Strategic Partner Program Director on priorities and the near-term moments the ecosystem team is counting on. - Audit the current state across partner assets, portal content, communications, MDF, and in-flight co-marketing, and connect with field marketing across EMEA, Americas, and APAC plus Product Marketing, Demand Generation, and Corporate Communications. - Form a first view on what the function needs to scale: budget, resourcing, and operating model. ## **First 90 Days** - Land the in-flight partner marketing moments of the quarter: communications, webinars, event presence, and the supporting assets partners need, delivered on time and on message. - Stand up the foundations: a partner communication cadence partners can rely on, portal governance with refreshed content across tiers and partner types, and an operational MDF program with its first ROI baseline. - Ship the annual Global Partner Marketing Plan, covering spend allocation, pipeline targets, and priority activities by tier and geography, with a resourcing roadmap attached, and establish the leadership review cadence with Growth Marketing and Alliances. ## **One Year Outlook** - Partner marketing is a measurable contributor to Docker's revenue growth, with clean attribution on partner-sourced and partner-influenced pipeline and a reporting rhythm leadership trusts. - The foundations run at target: the portal is the trusted home for partner content, the MDF program funds the co-marketing that works, the asset library is live and actively used by partners, and the events engine converts engagement into pipeline. - The function has a clear strategy, operating model, and resourcing plan, with the team taking shape as it scales. **Docker does not offer visa sponsorship for this role.** **Compensation & Equity** **EU:** €95,900 – €137,000 + equity **United States:** $147,000– $210,000 + equity ______________________________________________________________________ ## **Posting Information** - **Open vacancy:** This posting is for an existing open role. - **AI in hiring:** Docker may use AI-assisted tools during our recruiting process. - **Interview recordings:** Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent. ______________________________________________________________________ ## **Perks & Benefits** - **Remote-first by design** – Work from your home, with offices in Seattle and Paris for connection and collaboration. - **Flexibility that fits your life** – We trust you to manage your schedule while delivering great work. - **Time to recharge** – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break. - **Home office support** – Set up your workspace for comfort and success. - **Technology stipend** – Equivalent to **US$100 net per month** to help support your work. - **Learning & development** – Annual stipend for conferences, courses, certifications, and continued learning. - **Parental leave** – 16 weeks of paid parental leave after six months of employment. - **Equity for all full-time employees** – Share in Docker's long-term success as we continue to grow. - **Comprehensive benefits** – Medical, retirement, and paid holidays vary by country. - **Docker swag** – Because representing the whale never gets old. *Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.* #LI-REMOTE