Channel Operations Specialist, Revenue Operations

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!

• Manage and maintain the partner pricebook for real-time accuracy and timely SKU updates aligned with new products. Optimize partner account structures to improve onboarding, hierarchy, and agreement reviews through cross-functional collaboration.
• Develop and implement standardized partner margin frameworks for predictable, transparent, and auditable calculations.
• Lead discovery, design, and development of tools and integrations connecting partner systems to Docker's CPQ/PRM ecosystem for better efficiency and partner experience.
• Define, operationalize, and continuously refine processes for Docker-sourced vs. partner-sourced opportunities, including deal registration and approval.
• Enhance quoting workflows to increase speed, accuracy, and partner supportability.
• Build and scale self-serve workflows to streamline partner-sourced transactions, reducing manual touchpoints and accelerating deals.
• Deliver reporting, analytics, and insights to measure partner performance, pipeline contribution, and operational health, informing strategy and optimization.

• 3–5+ years of experience in Channel Operations with strong understanding of Revenue Operations principles.
• Demonstrated success driving cross-functional initiatives and operational process improvements.
• Experience working with partner ecosystems and a passion for scalable, automated workflows.
• Strong analytical, problem-solving, and communication skills with a bias for structured execution.

• Complete a first-class onboarding experience including equipment setup, swag, and structured training.
• Learn how to navigate core tools such as Salesforce, Ironclad, Zoom Info, and the Docker Partner Portal.
• Gain foundational understanding of Docker’s current channel quoting process, partner account creation workflows, and operational systems.
• By the end of the first month, demonstrate proficiency with systems, data flows, and daily responsibilities.

• Deepen your understanding of Docker’s product catalog, packaging, pricing, and discounting constructs to inform the Partner Pricebook strategy.
• Evaluate current deal registration workflows; begin outlining automation recommendations for partner-sourced transactions.
• Assess end-to-end partner lifecycle operations—from onboarding to transaction—identifying early opportunities for simplification and scale.
• Begin building cross-functional relationships with Rev Ops, PMM, Partnerships, Finance, and GTM Systems.

• Deliver an updated Partner Pricebook and define ownership processes, SLAs, and update cadences.
• Recommend a scalable governance model for SKU updates and partner communication.
• Map current vs. optimized deal registration workflows and propose improvements.
• Provide a prioritized automation roadmap and launch at least one low-effort workflow enhancement.
• Complete discovery across CPQ, PRM, and partner tools and create an integration requirements brief.
• Identify and deliver quoting workflow improvements that increase accuracy or reduce cycle time.
• Propose a scalable framework for partner margin calculation and related approval logic.
• Build an initial partner performance dashboard and define ongoing reporting requirements.
• Establish strong cross-functional partnerships and become the operational go to for partner workflows.

Docker does not offer any type of visa sponsorship for this role.

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