Channel Operations Specialist, Revenue Operations
Docker, Inc · United States
- Hybrid
- Full-time
- $109,000 / year
- United States
Job highlights
- Manage partner pricebook and account structures.
- Develop partner margin frameworks and optimize quoting.
- Lead CPQ/PRM tool integrations and self-serve workflows.
- Deliver partner performance reporting and analytics.
- Drive cross-functional initiatives for operational improvements.
About the role
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.Responsibilities
- 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.
Qualifications
- 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.
What to expect
First 30 Days
- Complete a first-class onboarding experience including equipment setup, swag, and structured training.
- Learn how to navigate core tools such as Salesforce, Ironclad, ZoomInfo, 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.
First 60 Days
- 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 RevOps, PMM, Partnerships, Finance, and GTM Systems.
First 90 Days & Expected Long Term Outcomes
- 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.
Perks
- Freedom & flexibility; fit your work around your life
- Designated quarterly Whaleness Days plus end of year Whaleness break
- Home office setup; we want you comfortable while you work
- 16 weeks of paid Parental leave
- Technology stipend equivalent to $100 net/month
- PTO plan that encourages you to take time to do the things you enjoy
- Training stipend for conferences, courses and classes
- Equity; we are a growing start-up and want all employees have a share in the success of the company
- Docker Swag
- Medical benefits, retirement and holidays vary by country
- Remote-first culture, with offices in Seattle and Paris
Diversity and Inclusion
Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be. Key skills/competency Channel Operations, Revenue Operations, Partner Management, CPQ, PRM, Deal Registration, Process Improvement, Automation, Reporting, Analytics.Skills & topics
- Channel Operations
- Revenue Operations
- Specialist
- Docker
- CPQ
- PRM
- Salesforce
- Automation
- Process Improvement
- Partner Management
How to get hired
- Tailor your resume: Highlight experience in Channel Operations, Revenue Operations, and CPQ/PRM systems. Quantify achievements in process improvement and automation.
- Craft a strong cover letter: Emphasize your passion for scalable, automated workflows and experience with partner ecosystems.
- Prepare for interviews: Be ready to discuss cross-functional collaboration, problem-solving approaches, and specific examples of operational improvements you've driven.
- Showcase analytical skills: Demonstrate your ability to deliver reporting, analytics, and insights on partner performance.
- Understand Docker's mission: Research Docker's role in software development and how your skills contribute to their remote-first, globally distributed team.
Technical preparation
Master Salesforce, Ironclad, ZoomInfo, Docker Partner Portal.,Understand CPQ and PRM systems thoroughly.,Practice data analysis and reporting on channel performance.,Familiarize with deal registration and quoting workflows.
Behavioral questions
Describe a complex operational process you improved.,How do you collaborate with cross-functional teams?,Give an example of a scalable, automated workflow.,How do you handle ambiguity and prioritize tasks?
Frequently asked questions
- What are the key responsibilities for a Channel Operations Specialist at Docker?
- As a Channel Operations Specialist at Docker, you will be responsible for managing the partner pricebook, optimizing partner account structures, developing partner margin frameworks, and leading the development of tools and integrations for the CPQ/PRM ecosystem. You will also define and refine processes for deal registration, enhance quoting workflows, and build self-serve transaction capabilities. Additionally, you'll deliver reporting and analytics to measure partner performance and operational health.
- What qualifications are required for the Channel Operations Specialist role at Docker?
- Docker requires 3-5+ years of experience in Channel Operations with a strong understanding of Revenue Operations principles. Candidates should have demonstrated success in driving cross-functional initiatives and operational process improvements, experience with partner ecosystems, and a passion for scalable, automated workflows. Strong analytical, problem-solving, and communication skills are also essential.
- Can I work remotely for this Channel Operations Specialist position at Docker?
- Yes, Docker is a remote-first company, and this Channel Operations Specialist role is designed to be remote. They have offices in Seattle and Paris, but the team is globally distributed, offering flexibility to fit work around your life.
- What tools will I be using as a Channel Operations Specialist at Docker?
- During your onboarding, you will learn to navigate core tools such as Salesforce, Ironclad, ZoomInfo, and the Docker Partner Portal. Your role will involve working with CPQ and PRM systems, as well as integrating partner systems into Docker's ecosystem.
- What is the compensation range for the Channel Operations Specialist role at Docker?
- The compensation range for this Channel Operations Specialist position at Docker is between $90.3K and $129K annually.
- Does Docker offer visa sponsorship for the Channel Operations Specialist role?
- No, Docker does not offer any type of visa sponsorship for this role.
- What are the key performance indicators for a Channel Operations Specialist at Docker?
- Key performance indicators for this role include maintaining real-time accuracy of the partner pricebook, optimizing partner account structures, ensuring predictable partner margin calculations, improving quoting workflow speed and accuracy, and enhancing self-serve transaction capabilities. Delivering valuable reporting and analytics on partner performance is also crucial.