Senior Partner Sales Manager

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 Senior Partner Sales Manager (PSM) – Japan is a builder, connector, and growth driver responsible for creating and scaling a high-performing partner ecosystem across Japan.

This role is not about maintaining an existing channel — it is about building momentum from the ground up, activating the right partners, and turning partnerships into a material, repeatable source of ARR. Success is defined by partner-sourced pipeline and revenue, not by deal assistance or influence alone.

The ideal candidate combines commercial sharpness, strong interpersonal skills, and a collaborative mindset and thrives in environments where structure is evolving and impact is visible.

WHAT YOU’LL OWN

- Building a scalable partner motion in Japan that consistently delivers partner-sourced pipeline and ARR

- Acting as the face of the company to strategic partners in the region

- Creating tight alignment between resellers, distributors, ecosystems partners, direct sales, marketing, and technical teams

- Turning strategy into execution — and execution into revenue

RESPONSIBILITIES

1. Build & Scale the Japan Partner Ecosystem

- Design and execute the partner strategy for Japan, aligned with regional GTM priorities

- Recruit, onboard, and activate partners aligned to ICPs, industries, and use cases

- Focus on quality over quantity — fewer partners, higher productivity

- Identify whitespace opportunities and build partner coverage where direct sales cannot scale efficiently

2. Drive Partner-Sourced Pipeline & ARR (Core Metric)

- Own partner-sourced pipeline and Net New ARR as your primary success metric

- Enable partners to identify, qualify, and register opportunities independently

- Develop partners from “introduced” → “active” → “self-sufficient.”

- Co-sell strategically while coaching partners to close deals on their own

- Maintain accurate pipeline visibility and attribution in CRM

Partner-sourced revenue is not optional — it is the primary measure of success for this role.

3. Enable, Motivate, and Inspire Partners

- Ensure partners are sales-ready through enablement, certifications, and clear value messaging

- Work closely with Partner Solution Engineers to drive technical readiness and confidence

- Bring energy, clarity, and enthusiasm to partner interactions — this role requires a strong presence and personality

- Create a belief with partners that working with us is worth their time and investment

4. Collaborate Deeply Across the Business

- Work hand-in-hand with direct sales to create clean, aligned partner engagements

- Partner closely with Channel Marketing to execute regional campaigns and demand programs

- Provide structured feedback to product and leadership on market and partner insights

- Be a team-first operator — success comes from shared wins, not silos

Collaboration is critical: this role succeeds only by bringing people together around a common growth goal.

5. Operate with a Builder’s Mindset

- Create a structure where it doesn’t exist yet

- Test, learn, and refine partner motions quickly

- Build repeatable plays that can later be scaled across Japan and APAC if applicable

- Take ownership — this role has autonomy and expects accountability

QUALIFICATIONS

- 7+ years in partner sales, alliances, or ecosystem roles in B2B SaaS or technology

- Proven experience building and scaling partner ecosystems, not just managing existing ones

- Strong commercial instincts and comfort owning a revenue number

- Excellent communication skills and high emotional intelligence

- Collaborative, positive, and resilient personality — able to influence without authority

- Experience operating across multiple Japan markets is a strong plus

WHAT TO EXPECT

FIRST 30 DAYS: ORIENTATION & FOUNDATION

- Get fully onboarded on Docker’s sales motions, tools, and internal processes
Learn the Docker partner model and understand key partner types (e.g., distributors, cloud marketplaces, GSIs, regional VARs)

- Meet and build rapport with priority partners across key regions

- Establish cross-functional relationships across Sales, Marketing, Product, and Customer Success
Draft a high-level partner go-forward plan, including recruitment, onboarding, and engagement priorities for the year

FIRST 60 DAYS: PARTNER CADENCE & PLANNING

- Deepen engagement with top existing partners through structured check-ins and mutual goal-setting

- Define and align performance metrics and expectations with key partners
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