Principal GSI & SI Partnerships

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