Teams at Docker, Inc

Drive partner-led growth for Docker’s Mid-Enterprise business by generating pipeline and ARR through resellers, solution providers, VARs, distributors, and cloud marketplaces. Develop scalable sales plays, joint campaigns, account-mapping programs, enablement, and co-selling workflows. Manage partner relationships, pipeline forecasting, opportunity progression, and revenue targets while positioning Docker’s AI Governance solution and collaborating with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations.

Serves as a strategic analytics partner to Marketing, owning funnel, attribution, ROI, account scoring, experimentation, and pipeline analytics. Builds scalable datasets, dashboards, and quality controls while connecting customer, campaign, product usage, CRM, and revenue data. Delivers executive-ready reporting, QBR insights, and recommendations that improve conversion, marketing investment effectiveness, account-based marketing, product adoption, and pipeline growth.

Lead pre-sales technical strategy for strategic mid-enterprise accounts. Conduct discovery, shape requirements, run competitive proofs of concept, develop integrations, deliver demos and architecture reviews, and communicate business value to senior stakeholders. Advise customers on AI governance, container security, DevSecOps, software supply chain integrity, and secure development workflows. Build technical champion relationships, support competitive sales strategies, advocate for customer needs internally, and partner with sales, product, engineering, post-sales, and support teams.