Principal GSI & SI Partnerships

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.

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