Global Strategic Technology Alliances Director

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride! Docker is hiring a senior ecosystem leader to own and expand our most strategic technology partnerships — including global AI and cloud platform leaders, OEM partners, and foundational infrastructure providers such as Microsoft, NVIDIA, OpenAI, and others. This is a high-impact role focused on a small number of executive-level relationships that require deep technical engagement, multi-year strategic alignment, joint solution development, and OEM distribution strategy. You will operate at the intersection of product, engineering, and go-to-market — ensuring our ecosystem partnerships drive meaningful customer adoption and revenue impact. This role reports to the Global VP of Channels and Strategic Alliances. RESPONSIBILITIES Own Executive-Level Partnerships - Lead Docker’s relationships with a defined set of strategic AI, hyperscaler, and OEM partners. - Drive executive alignment, roadmap coordination, and long-term joint strategy. - Lead executive business reviews and strategic planning sessions. Drive Joint Solutions & Technical Alignment - Collaborate with Product and Engineering to align roadmaps, integrations, and OEM embedding opportunities. - Engage credibly in architecture discussions with senior technical leaders. - Translate technical capabilities into differentiated joint solutions and bundled offerings. Accelerate Go-To-Market & OEM Impact - Define joint value propositions and solution narratives. - Enable field teams for co-sell and strategic account engagement. - Develop OEM distribution strategies that expand Docker’s reach through embedded or bundled models. - Drive measurable pipeline, distribution leverage, and revenue outcomes from ecosystem initiatives. Orchestrate Cross-Functional Execution - Coordinate across Product, Engineering, Sales, Marketing, Finance, and Legal. - Maintain disciplined follow-up, action tracking, and executive communication. - Ensure strategic initiatives translate into operational execution and measurable results. QUALIFICATIONS - 10–15+ years in enterprise software, strategic alliances, OEM partnerships, or technology business development. - Experience managing executive-level relationships with hyperscalers, AI platform providers, and/or OEM partners. - Strong technical fluency in cloud-native architectures, containers, AI/ML ecosystems, and developer tooling. - Experience structuring OEM agreements, embedded technology partnerships, or distribution-led growth motions. - Proven ability to build and execute joint business plans that drive revenue impact. - Executive presence, structured thinking, and exceptional organizational follow-through. WHY THIS ROLE MATTERS Docker sits at the center of modern developer workflows. Our most strategic ecosystem and OEM partnerships amplify our platform, extend our distribution, and accelerate innovation across the AI and cloud-native ecosystem. This leader will ensure Docker remains a foundational and embedded player in the next generation of developer infrastructure. WHAT TO EXPECT 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. 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. - ISV and Ecosystem Engagement: Start engaging more actively with the market through partner visits, participation in industry events, or direct outreach to key partner employees. ONE-YEAR OUTLOOK - 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 ISV Leader, especially with Key Ecosystem ISVs and DHI, Agentic governance and security involves navigating complex partner sales and strategy motions, managing high-value relationships, and leading the strategy both internally and externally. Success in this role requires a blend of strategic thinking, operational excellence, technical savvy, and leadership skills. Docker does not offer visa sponsorship for this role. We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound https://getcovey.com/product/covey-scout-inbound on April 13, 2024. Please see the independent bias audit report covering our use of Covey here https://getcovey.com/nyc-local-law-144. Perks - Freedom & flexibility; fit your work around your life - Designated quarterly Whaleness Days plus end of year Whaleness break - 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 - 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 - Remote-first culture, with offices in Seattle and Paris 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. #LI-REMOTE