Senior Partner Sales Manager (Japan) at Docker

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 Collaborate with Marketing to build a regional partner marketing plan - Align on pipeline development strategies with ecosystem and channel partners FIRST 90 DAYS: EXECUTION KICKOFF - Launch initial joint sales and marketing campaigns with partners and regional sales teams - Drive partner enablement initiatives in alignment with sales teams, ensuring clear collaboration workflows - Begin tracking early performance indicators for sourced pipeline and partner-influenced opportunities ONE-YEAR OUTLOOK: STRATEGIC IMPACT & GROWTH - Establish long-term, high-value relationships with strategic and regional partners Drive measurable growth in partner-sourced pipeline, net new ARR, and renewal revenue - Support product adoption and developer engagement through partner-led efforts and localized initiatives - Continuously refine the partner engagement model based on performance, feedback, and market trends 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 [Upgrade to PRO to see link] on April 13, 2024. Please see the independent bias audit report covering our use of Covey here [Upgrade to PRO to see link] 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