Global Cloud Service Providers Director

Description

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps.  We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year.  Join us for a whale of a ride!

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps.  We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year.  Join us for a whale of a ride!

 

The Global Cloud Services Providers Director is responsible for developing, managing, and optimizing the partnerships between the Docker and cloud service providers, as well as other strategic technology partners. This role entails identifying potential partner opportunities, negotiating partnership agreements, managing partner programs, and ensuring alignment of partner initiatives with the company’s product strategy and business objectives.

Responsibilities:

• Partnership Development: Identify, evaluate, and cultivate strategic partnerships with cloud service providers and technology partners that can enhance Docker’s product offerings and market reach.
• Strategy and Planning: Develop and execute a comprehensive partner strategy that aligns with Docker’s overall business goals. This includes setting partnership objectives, performance metrics, and growth targets.
• Negotiation and Agreement: Lead the negotiation of partnership agreements, ensuring terms that are favorable and align with strategic objectives. Manage the contractual and operational aspects of partner relationships.
• Program Management: Design and manage partner programs, including marketing initiatives, sales strategies, training, and support models, to drive mutual growth and success.
• Collaboration and Alignment: Work closely with internal teams, including sales, marketing, product development, and customer success, to ensure partner activities are aligned with Docker’s strategic goals and operational capabilities.
• Market and Competitive Analysis: Monitor market trends, competitive landscapes, and partner ecosystems to identify opportunities and threats. Adjust partnership strategies accordingly.
• Partner Enablement: Develop and implement initiatives to enable partners, including training, marketing materials, sales tools, and technical resources, to ensure partners are well-equipped to succeed.
• Performance Monitoring and Optimization: Regularly review partnership performance against objectives and KPIs. Identify areas for improvement and work with partners and internal teams to optimize partnership outcomes.

Qualifications:

• A minimum of 10 years of partner experience, cloud service provider sales, strategic alliances, sales, marketing, business development in technology
• 5+ years channel sales or channel program management experience with accountability for revenue targets
• Track record of success and established relationships with System Integrators and Cloud Service Providers is preferred.
• Working knowledge of Cloud environments is preferred.
• Ability to manage global and regional business plans, track and articulate partner progress.
• Strong executive presence and polish.
• Excellent written and verbal communication skills. Strong problem-solving skills and ability to organize priorities in a dynamic environment.
• Travel Required:  Estimated at 25-50%

What to expect in the 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.

What to expect in the 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.
• Cloud Service Provider Market Engagement: Start engaging more actively with the market through partner visits, participation in industry events, or direct outreach to key partner employees.

What to expect in the first year:

• 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 Cloud Service Provider, especially with Cloud Service Providers, involves navigating complex partner sales cycles, managing high-value relationships, and leading the strategy both internally and externally. Success in this role requires a blend of strategic thinking, operational excellence, and leadership skills.

Perks (for Full Time Employees)

• Freedom & flexibility; fit your work around your life
• 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
• Quarterly, company-wide hackathons
• 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

   

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.

Due to the remote nature of this role, we are unable to provide visa sponsorship.

#LI-REMOTE

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 on April 13, 2024.

Please see the independent bias audit report covering our use of Covey here.

Perks (for Full Time Employees)

• Freedom & flexibility; fit your work around your life
• 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
• Quarterly, company-wide hackathons
• 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

   

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.

Due to the remote nature of this role, we are unable to provide visa sponsorship.

#LI-REMOTE

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