---
title: 'Principal GSI & SI Partnerships at Docker'
canonical: 'https://feeny.ai/job/principal-gsi-si-partnerships-docker-united-states-3ae3s6gapf9f'
type: 'job'
last_seen: '2026-09-04'
---

# Principal GSI & SI Partnerships at Docker

- **Company:** Docker
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-08-28
- **Last confirmed live:** 2026-09-04
- **Apply:** https://jobs.ashbyhq.com/docker/df188fe3-d975-4c52-8ea2-225f1806d07c

## Job description

## 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.

_______________________________________________________________________

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 pipeline and revenue, practice development progress, and joint GTM plan execution to executive stakeholders.

## QUALIFICATIONS

- 12+ years in partnerships, alliances, or GTM leadership, with substantial direct experience building and running relationships with GSIs/SIs (Accenture, Deloitte, EY, KPMG, or similar) at a B2B SaaS, infrastructure, or enterprise technology company. With strong existing network at the GSI senior exec level.
- Proven track record of building joint commercial models with GSIs and converting relationships into measurable co-sell pipeline and revenue.
- Experience navigating GSI internal structures, practice leadership, industry verticals, delivery organizations and knowing how to get a technology partner embedded into their offerings.
- Familiarity with AI/GenAI transformation programs, consulting delivery models, and how GSIs structure and monetize AI advisory and implementation work.
- Background in developer tools, cloud-native infrastructure, or AI/security ecosystems is a strong advantage.

## SKILLS & COMPETENCIES

- Executive presence with the credibility to engage GSI practice leaders and partner C-suite as a peer.
- Dual fluency in strategy and execution, equally comfortable shaping a multi-year GSI strategy and running a weekly pipeline review with field sales.
- Strong commercial and deal-structuring acumen; able to design win-win economics that make Docker a priority practice for GSI partners.
- Skilled cross-functional operator, able to align Sales, Product, and Marketing behind a coherent GSI engagement motion.
- Data-driven: comfortable owning GSI-sourced/influenced pipeline reporting and practice development metrics.
- Excellent narrative and positioning skills, able to translate Docker's AI Governance story into language that resonates with consulting and advisory audiences.

## LEADERSHIP & MINDSET

- A senior partner leader who has built a GSI/SI function from the ground up and knows how to earn a seat inside a consultancy's practice, not just a line on their partner list.
- Comfortable operating at the intersection of strategic influence and tactical deal execution, this is not a purely strategic or purely operational role.
- Global mindset, with the ability to prioritize and sequence engagement across a portfolio of GSIs and geographies.
- Genuinely energized by the opportunity to hitch Docker's AI Governance story to the world's largest AI transformation engines.
- Key Performance Indicators
- GSI-sourced and GSI-influenced pipeline and revenue growth
- Number and depth of active joint GTM motions with priority GSIs (Accenture, Deloitte, EY, KPMG, and others)
- Executive relationship coverage and engagement depth across target GSI AI practices
- Joint offering/IP development milestones (co-branded solutions, reference architectures, playbooks)
- Field sales adoption and utilization of GSI co-sell enablement and plays

Docker does not offer visa sponsorship for this role.

## Compensation & Equity

United States: $203.7K – $291K OTE + equity

______________________________________________________________________

## POSTING INFORMATION

- Open vacancy: This posting is for an existing open role.
- AI in hiring: Docker may use AI-assisted tools during our recruiting process.
- Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.

______________________________________________________________________

## PERKS & BENEFITS

- Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
- Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
- Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
- Home office support – Set up your workspace for comfort and success.
- Technology stipend – Equivalent to US$100 net per month to help support your work.
- Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
- Parental leave – 16 weeks of paid parental leave after six months of employment.
- Equity for all full-time employees – Share in Docker's long-term success as we continue to grow.
- Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
- Docker swag – Because representing the whale never gets old.

Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.

## #LI-REMOTE

## About Docker

## Company Overview
- **One-liner**: Docker provides a suite of tools and platforms that enable developers to build, share, and run applications using containers, simplifying the entire software development lifecycle.
- **Entity Type**: Private (Series C)
- **Headquarters**: Palo Alto, California, USA
- **Founded**: 2011
- **Founders**: Solomon Hykes, Sebastien Pahl, Kamel Founadi

## Core Business
- **Primary Industry**: Developer Tools / DevOps / Containerization
- **Target Customers**: B2B; primarily individual developers, small teams, and large enterprises (91% of the Fortune 100 run on Docker).
- **Mission/Purpose**: "We simplify the lives of developers building world-changing apps."

## Products & Services
- **[Docker Desktop](https://www.docker.com/products/docker-desktop/)**: A desktop application for building, running, and managing containers locally. It is the core product for individual developers and teams. (SaaS/Desktop App)
- **[Docker Hub](https://hub.docker.com/)**: A cloud-based registry service for sharing container images, with over 20 billion pulls per month. (SaaS)
- **[Docker Engine](https://www.docker.com/products/container-runtime/)**: The industry-standard container runtime that powers millions of containers worldwide. (Open Source/Infrastructure)
- **[Docker Scout](https://www.docker.com/products/docker-scout/)**: A supply chain security tool that provides vulnerability analysis and remediation guidance for container images. (SaaS)
- **[Docker Build Cloud](https://www.docker.com/products/build-cloud/)**: A cloud-based build service that accelerates image builds. (SaaS)

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed (private company)
- **Key Metric (Funding)**: Total funding of ~$273M. The last round was a $105M Series C in March 2022, led by Bain Capital Ventures.
- **Notable Investors/Partners**: Bain Capital Ventures, Benchmark, Insight Partners, Greylock, Tribe Capital, Google Cloud, AWS, Microsoft Azure.
- **Growth Signals**: 20M+ developers actively use Docker products; 20B+ pulls per month on Docker Hub; 91% of the Fortune 100 run Docker; strong adoption of Docker Scout and Build Cloud.

## Competitive Advantages
- **Massive Ecosystem & Community**: The de facto standard for containerization with an enormous user base and a vast library of pre-built images on Docker Hub.
- **Developer Obsession**: Products are designed from the ground up for the developer experience, reducing friction in the "inner loop" of development.
- **End-to-End Platform**: Covers the entire development lifecycle from local development (Desktop) to image sharing (Hub) to security (Scout) to production builds (Build Cloud).
- **Enterprise Trust**: Widely adopted by the world's largest companies, providing a clear path from individual use to enterprise deployment.

## Strategic Focus
- **Security & Supply Chain**: Deepening capabilities in software supply chain security with Docker Scout and integrating security earlier into the development workflow.
- **Cloud Acceleration**: Expanding Docker Build Cloud and other cloud services to improve developer productivity and speed.
- **Enterprise Adoption**: Strengthening features for large organizations, including admin controls, SSO, and compliance.
- **AI/ML Workflows**: Simplifying the building and deployment of AI/ML applications using containers.

## Why Work Here
- **Culture & Values**: Emphasizes "Humble Confidence," "Open Collaboration," and "Developer Obsession." They value transparency, autonomy, and respect.
- **Remote-First**: Fully remote company with office hubs in Paris and Seattle. They embrace asynchronous work, flexible schedules, and trust employees to manage their work around their lives.
- **Perks & Benefits**: 100% company-paid medical premiums for employees and dependents (US), flexible PTO, quarterly "Whaleness Days" (company-wide day off), generous parental leave, home office setup budget, monthly technology stipend, annual learning stipend, and equity.
- **Engineering Culture**: Quarterly hackathons, a product used by millions, and a focus on data-driven decisions. The hiring process is designed to be transparent and equitable, typically taking 3-4 weeks.
- **Diversity & Belonging**: Active Employee Resource Groups (ERGs) for Underrepresented Genders, DEIB, Mental Health, Caregivers, and Neurodivergent employees.

## Sources
1. [Docker About Page](https://www.docker.com/company/)
2. [Docker Careers Page](https://www.docker.com/careers/)
3. [Docker Hiring & Onboarding](https://www.docker.com/careers/hiring-onboarding/)
4. [Docker Benefits & Perks](https://www.docker.com/careers/benefits-and-perks/)
5. [Docker Homepage](https://www.docker.com/)

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