Global ISV Partnership 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!

The Docker ISV Tech Ecosystem Alliance Leader is tasked with driving the strategic vision for partnerships within the technology ecosystem, optimizing existing alliances, and identifying new partnership opportunities. This role is critical for expanding market reach, enhancing Docker and Docker’s product capabilities through integrations, and fostering innovation through collaborative projects. This person will report directly to the Global VP of Channels and Strategic Alliances

Success as the Global Leader for ISV and Tech Ecosystem at Docker requires a strong mix of strategic, technical, and relationship-building skills. Including Strategic Ecosystem Vision, Strong Cross Functional Leadership, Technical Credibility, Execution and Outcome Focused, Market Awareness and Competitive Insight.

Responsibilities:

• Strategic Partnership Development: Scout for potential strategic alliances within the tech ecosystem that align with Docker’s product roadmap and business goals. Prioritize partnerships that can deliver significant value through integration, co-development, or go-to-market strategies.

• Alliance Strategy Formulation: Develop a comprehensive partnership strategy that includes partner selection criteria, goals for each partnership, and a clear plan for achieving those goals. Ensure alignment with Docker’s strategic objectives.

• Negotiation and Relationship Management: Lead the negotiation of partnership agreements, focusing on creating mutually beneficial arrangements. Act as the primary point of contact for strategic partners, maintaining strong, productive relationships.

• Program Management: Oversee joint initiatives with partners, such as co-marketing campaigns, co-developed product features, and integrated solutions. Ensure these programs are executed effectively and achieve predefined success metrics.

• Cross-Functional Collaboration: Work closely with internal teams, including product development, sales, marketing, and legal, to align partnership activities with overall business strategies and operational capabilities.

• Market Intelligence: Continuously monitor the tech ecosystem for emerging trends, technologies, and potential partners. Use this information to adjust partnership strategies and maintain a competitive edge.

• Partner Enablement: Develop resources and programs to support partners, ensuring they have the necessary knowledge, materials, and support to effectively engage with Docker's products and solutions.

• Performance Measurement and Reporting: Track and analyze the performance of partnership programs against objectives. Provide regular reports to senior management on partnership outcomes, insights, and recommendations for improvement.

Core Qualifications:

1. Enterprise Software & Ecosystem Experience

• 10–15+ years of experience in enterprise software, with at least 5+ years in ecosystem, alliances, or ISV leadership roles

• Prior experience working with or at a DevOps, cloud-native, or developer tooling company

• Proven track record building and scaling technical partnerships with ISVs (e.g., security, CI/CD, observability, registry, or SCM platforms)
  

2. Strategic Partnership Leadership

• Ability to define and execute global partner strategy, including segmentation (strategic vs. opportunistic), tiering, co-sell programs, and technical integration depth

• Deep understanding of how to create and deliver joint GTM plans, co-marketing campaigns, and pipeline-driving activities

• Strong capability in managing executive-level relationships and driving joint business planning (e.g. QBRs, OKRs, co-investment frameworks)
  

3. Technical Fluency

• Solid understanding of modern developer workflows and technologies, including:

  • Docker and containers

  • Supply Chain Security tools and techniques.

  • DevSecOps tools and APIs
    

• Ability to speak fluently with engineering and product teams about integration requirements, standards and roadmap alignment
  

4. Sales & Field Enablement Alignment

• Experience aligning partner strategies with field GTM, including:

  • Co-sell