Channel Operations Specialist, Revenue Operations

📋 Description

• • Docker is on a mission to make app development more accessible and efficient, empowering developers to concentrate on innovation and creating exceptional user experiences. We are a rapidly growing, remote-first company with a global team united by a shared passion for technology and a commitment to developer success. With an impressive user base of over 20 million monthly active users and a staggering 20 billion image pulls, Docker stands as the premier platform for building, sharing, and running applications, trusted by a diverse range of organizations from agile startups to established Fortune 100 companies. We are experiencing significant growth and are looking for talented individuals to join us on this exciting journey.
• • As a Channel Operations Specialist within our Revenue Operations team, you will play a pivotal role in optimizing and scaling our partner ecosystem. This is a critical function that directly impacts our revenue growth and partner satisfaction. You will be instrumental in ensuring the smooth and efficient operation of our channel sales processes, from managing pricing and deal registration to enhancing partner workflows and providing crucial data insights. Your expertise will help us build a more robust, transparent, and automated partner experience, enabling our partners to succeed with Docker.
• • Key responsibilities in this role include:
• • **Partner Pricebook Management:** You will be responsible for the meticulous management and ongoing maintenance of the partner pricebook. This includes ensuring real-time accuracy of all SKUs, timely updates for new product launches, and maintaining alignment with our overall product and pricing strategies. Your attention to detail will be crucial in providing partners with reliable and up-to-date pricing information.
• • **Partner Account Structure Optimization:** You will analyze and optimize the structure of partner accounts. This involves improving onboarding processes, refining account hierarchies, and streamlining agreement reviews. A significant part of this responsibility will involve close collaboration with various cross-functional teams, including Sales, Partnerships, Finance, and Legal, to ensure a cohesive and efficient partner management framework.
• • **Standardized Partner Margin Frameworks:** You will take the lead in developing and implementing standardized frameworks for partner margins. The goal is to establish predictable, transparent, and auditable calculation methods that ensure fairness and clarity for all our partners. This will involve defining the rules, processes, and systems required to support these frameworks.
• • **Tooling and Integration Development:** You will be at the forefront of discovering, designing, and developing essential tools and integrations. These will connect partner systems directly with Docker's CPQ (Configure, Price, Quote) and PRM (Partner Relationship Management) ecosystem. The objective is to significantly enhance operational efficiency and elevate the overall partner experience by reducing friction and manual effort.
• • **Deal Registration and Opportunity Management:** You will define, operationalize, and continuously refine the processes governing Docker-sourced versus partner-sourced opportunities. This includes establishing clear guidelines for deal registration, implementing robust approval workflows, and ensuring efficient tracking and management of all partner-related deals to maximize revenue capture and partner engagement.
• • **Quoting Workflow Enhancement:** You will focus on enhancing our quoting workflows to drive improvements in speed, accuracy, and partner supportability. This involves identifying bottlenecks, implementing best practices, and leveraging technology to create a more seamless and efficient quoting experience for our partners.
• • **Self-Serve Workflow Scaling:** A key objective will be to build and scale self-serve workflows that streamline partner-sourced transactions. By reducing manual touchpoints and automating routine tasks, you will accelerate deal cycles and empower our partners to transact more independently and efficiently.
• • **Reporting, Analytics, and Insights:** You will be responsible for delivering comprehensive reporting, insightful analytics, and actionable intelligence. This data will be used to measure key aspects of partner performance, assess pipeline contribution, and monitor operational health. These insights will be critical in informing strategic decisions, identifying optimization opportunities, and driving continuous improvement within the channel.
• • This role offers a unique opportunity to shape the future of Docker's channel operations. You will work in a dynamic, remote-first environment, collaborating with a passionate team dedicated to innovation and developer success. If you are a results-oriented individual with a passion for operational excellence and a proven ability to drive impactful change, we encourage you to apply and join us for a truly remarkable journey.