Partner Sales Manager (Central EMEA)

About 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 Docker does not offer visa sponsorship for this role.

Responsibilities

• Partner Strategy & Channel Execution: 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
• Cross-Functional Collaboration: 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
• Partner-Led Growth: 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

Qualifications

• 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)

What to Expect

• First 30 Days – Orientation & Foundation: 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
• First 60 Days – Partner Cadence & Planning