Principal GSI & SI Partnerships

United States · Remotefull timeRemote

Apply on Employer Site

senior

$204k–$291k

H1B: no

Docker The Principal GSI & SI Partnerships at Docker leads engagement with major consultancies and systems integrators to drive AI Governance strategy and revenue. This role manages executive relationships and operationalizes partnerships to build pipeline and close deals.

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.

Qualification

12+ years in partnershipsBackground in developer toolsSkills & CompetenciesDual fluency in strategy and executionSkilled cross-functional operatorData-driven

Required

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.

Benefits

PTO
Equity/RSU
Parental Leave

Company

Docker

View company page

Source: ashby

Active within the past hour

Remote-friendly

More roles at Docker

Director, Product Design

United States · Remote

Senior Principal Engineer, Central Ops & Systems (Seattle Preferred)

United States · Remote

Principal Product Manager, AI Gateway

San Francisco, CA or Seattle, WA · Remote

Executive Assistant (Docker & Ecosystem)

United States · Remote

Boost Your Interview Chances

Improve Resume Match Score

Free

Your Score

9.0

Strong Applicant

Optimize my Resume

Apply Faster with Autofill

Free

Save your profile once. LumiJobs pre-fills the employer's application form so you stop re-typing the same answers on every site.

Apply With Autofill

Or skip LumiJobs's tools and submit directly on the employer's career site.

Apply on Employer Site