Partner Sales Manager (Central EMEA)

Remote in Portugal·Full-time·Added 1 month ago

Docker

12 open roles

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Overview

Job details

€145,600 - €208,000 a year
Gross, as stated in the ad.
Full-time hours
Per the ad.
Fully remote
Per the ad.

Requirements

Have 10+ years of experience
Mid-level role.

Pay & benefits

What you'll get

EU: €145,600- €208,000 OTE + equity

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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.

Visa & relocation

Docker does not offer visa sponsorship for this role.

Requirements

What we're looking for

Proven track record in building and scaling reseller or channel programs in a startup or high-growth environment
10+ years of enterprise and/or channel sales experience, including selling through solution partners or VARs
Experience driving joint marketing programs with partners and generating net new pipeline
Fluency in English; German is a strong advantage AND any other Eastern European language is nice to have (Polish, Romanian, Croatian)
Background in software, developer tools, DevOps, or security preferred
Bachelor's degree in Business, Sales, Marketing, or a related field (or equivalent experience)

The role

We are looking for an experienced Partner Sales Manager to drive continued growth and success for Docker's channel partners across Central EMEA (DACH & CEE). This role is ideal for someone who has operated in a startup or scale-up environment and enjoys building and maturing a high-performing reseller ecosystem.

You will be responsible for recruiting, enabling, and scaling solution partners and resellers, while working closely with Docker sales leadership and cross-functional teams to drive partner-sourced and partner-influenced revenue. You will own a regio

What to Expect

Complete onboarding across Docker's sales motions, tools, and processes
Learn Docker's partner model and key partner segments (distributors, resellers, VARs, marketplaces)
Build relationships with internal stakeholders and priority regional partners
Develop a high-level regional reseller strategy and engagement plan
Establish structured engagement and joint planning with top partners
Align on partner performance metrics, pipeline expectations, and enablement priorities
Collaborate with Marketing on a regional partner demand-generation plan
Align pipeline development strategies with regional sales leadership
Launch initial joint sales and marketing initiatives with reseller partners
Drive partner enablement and define clear co-sell and deal engagement workflows
Begin tracking early performance indicators for partner-sourced and partner-influenced pipeline
Build durable, high-value relationships with strategic and regional reseller partners
Drive measurable growth in partner-sourced pipeline, net new ARR, and renewals
Expand Docker's regional coverage and market penetration through partner-led GTM
Continuously refine the reseller engagement model based on performance, feedback, and market trends

What you'll do

Develop and execute regional reseller and channel partner plans aligned with Docker's GTM strategy and revenue goals
Recruit, onboard, and activate new solution partners and regional VARs
Own partner pipeline management, including deal registration, forecasting, key account planning, and execution reviews
Maintain regular partner cadence covering pipeline, performance, enablement needs, and growth opportunities
Partner closely with Docker Sales, Marketing, Product, and Technical Account teams to align partner motions and execution
Ensure strong alignment between direct sales teams and reseller partners to maximize coverage and deal velocity
Drive net new business through reseller-led and co-sell motions
Enable partners with the training, tools, and assets required to effectively sell and support Docker's product portfolio
Activate joint sales plays, regional campaigns, and partner-driven demand generation initiatives

Hiring process

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.

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About Docker

Docker is a leading provider of containerization software, best known for the Docker platform that enables developers to build, share, and run applications in containers. The company serves millions of developers worldwide and offers a suite of products including Docker Desktop, Docker Hub, and Docker Compose, along with enterprise solutions for security and management. Docker is a key player in the DevOps and cloud-native ecosystem, with a global customer base and a strong presence in the developer tools market.

In Spain, Docker has a growing team, with open roles spanning technical account management, solutions architecture, sales engineering, and software engineering. The company's EMEA-focused positions are often remote-friendly, making it an attractive option for international professionals. Docker's culture emphasizes developer experience, innovation, and remote work flexibility, and it actively hires talent across Europe, including Spain, to support its global operations.

Industry: Developer Tools
Founded: 2013
Employees: 500–1,000
Headquarters: Palo Alto, USA
Website: docker.com

In their own words

About the company & team

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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