Principal GSI & SI Partnerships

About this role

ABOUT DOCKER

Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.

We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

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The next wave of enterprise transformation is being built by the Global Systems Integrators and every one of them is racing to stand up AI transformation and AI governance practices for their clients. Docker's AI Governance strategy is the natural infrastructure layer underneath that motion, and we need a senior partner leader to make that connection real, commercially, at scale.

We're looking for a Principal, GSI & SI Partnerships to build and lead Docker's engagement with the world's largest consultancies and systems integrators; Accenture, Deloitte, EY, KPMG, and others, as both a strategic force multiplier for our AI Governance narrative and a tactical revenue engine through co-sell.

This is a dual-altitude role. At one level, you are the executive relationship-holder who gets Docker a seat at the table inside GSI AI practices; shaping how they build, package, and go to market with AI transformation offerings. At the other, you are the operator who turns those relationships into pipeline: enabling sales teams, building joint plays, and driving deals to close. You will define how Docker becomes the trusted infrastructure partner GSIs build their AI consultancy motions on top of and how they make money doing it.

KEY STAKEHOLDERS & CROSS-FUNCTIONAL PARTNERSHIPS

- Primary: CRO and Sales Leadership; Global Alliances Leadership; Partner Leadership Team

- Primary: Professional Services, Field Sales and Solutions Engineering teams (co-sell enablement and execution)

- Secondary: Product Marketing, Demand Generation, Ecosystem Marketing

- Secondary: Cloud & Channel Partnerships, Technology Alliances, Product Management

- External: Accenture, Deloitte, EY, KPMG, and other GSIs/SIs including their AI/GenAI practice leadership, industry verticals, and delivery organizations

RESPONSIBILITIES

GSI Strategy & Executive Engagement

- Own Docker's global GSI/SI partnership strategy, prioritizing and sequencing engagement across Accenture, Deloitte, EY, KPMG, and other top-tier consultancies.

- Build and sustain executive-level relationships with GSI AI/GenAI practice leaders, identifying where Docker's AI Governance capabilities plug directly into their existing AI transformation and consulting offerings.

- Develop the strategic narrative and business case that positions Docker as the infrastructure and governance layer GSIs need to de-risk and scale their clients' AI initiatives.

- Represent Docker in executive briefings, QBRs, and joint planning sessions with GSI leadership, establishing Docker as a preferred, differentiated partner rather than a vendor line item.

- Partner with Professional Services and field teams to both share appropriate service assets and build the service’s capabilities Docker needs in the partner ecosystem to serve our mutual customers.

Commercial Model & Monetization

- Design and articulate a clear "how GSIs make money with Docker" story, connecting Docker's AI Governance platform to GSI services revenue, delivery methodologies, and staffing models.

- Build joint solution offerings and packaged plays with GSIs that combine their advisory/delivery capability with Docker's platform, creating a repeatable, sellable motion for both sides.

- Negotiate and structure commercial frameworks (referral, resale, co-delivery) that align incentives and make Docker an attractive, profitable practice area for GSI partners. Align with Professional Services to build the service partner capacity needed to augment PS.

Tactical GTM & Co-Sell Execution

- Own end-to-end co-sell execution with GSI partners, from lead generation and account mapping through joint pursuit and deal closure.

- Partner directly with Docker's field sales organization to identify target accounts, build joint account plans, and drive GSI-sourced and GSI-influenced pipeline.

- Build the enablement infrastructure (playbooks, battlecards, training) that equips both Docker sellers and GSI teams to identify, position, and close joint opportunities.

- Establish a consistent cadence of joint pipeline reviews with GSI partners and internal sales leadership, ensuring strategic intent translates into closed revenue.

AI Governance Practice Integration

- Work closely with Product and Product Marketing to translate Docker's AI Governance framework (Containment, Curation, Control) into language and assets GSI practices can readily adopt into their own AI transformation offerings.

- Identify and prioritize the GSI industry verticals and use cases (e.g., regulated industries, agent-based transformation) where Docker's governance story creates the clearest differentiation and urgency.

- Partner with GSIs to co-develop points of view, joint IP, and reference architectures that embed Docker into their AI transformation methodology.

Team & Program Leadership

- Build out the GSI/SI partnership function as it scales — defining coverage models, hiring needs, and operating rhythms as engagement deepens across additional GSIs.

- Serve as a member of the Partner Leadership Team, contributing GSI/SI strategy and results to the broader partner ecosystem narrative.

- Report on GSI-sourced and GSI-influenced pipe

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