Lead technical discovery to deeply understand customer business objectives, constraints, success criteria, and buying drivers.
Shape technical requirements early in the sales cycle to align customer outcomes with Docker’s differentiated value.
Design, position, and execute structured PoCs and PoVs, including defining success criteria, evaluation plans, and exit strategies.
Influence customer decision-making through workshops, whiteboarding sessions, and technical executive briefings.
Translate complex technical capabilities into clear business value narratives.
Build, own, and expand relationships with customer technical champions and influencers.
Establish credibility as a trusted advisor through technical thought leadership, architectural guidance, and industry best practices.
Leverage champion relationships to influence broader buying groups, shape requirements, and uncover cross-sell and expansion opportunities.
Maintain engagement beyond initial sale ensuring outcomes are realized and leveraging insights to support future sales motions.
Advocate for customer needs with Product and Engineering, providing clear, actionable feedback informed by field experience.
Coordinate with Post Sales and Support resources to ensure continuity across the customer lifecycle.
Develop reusable technical assets (workshops, demos, reference architectures, enablement content) to scale impact across accounts.
Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the cycle.
Partner with Sales to develop technical win strategies for strategic and competitive accounts.

Requirements

Proven experience as a Solutions Engineer, Sales Engineer, or Solution Architect in complex enterprise sales.
Strong experience running competitive PoCs/PoVs with clearly defined success and exit criteria.
Ability to engage credibly with senior technical and business stakeholders.
Solid understanding of cloud platforms (AWS, Azure, GCP), containers, DevOps, and modern application architectures.
Experience with Docker, container ecosystems, or adjacent technologies strongly preferred.
Development, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain Experience experience strongly preferred.
Excellent communication, influence, and stakeholder management skills.
Willingness to travel to customer sites as required.
Located in or near the San Francisco/bay area location.

Benefits

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 to 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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Solutions EngineerSales EngineerSolution Architectcloud platformsAWSAzureGCPDockerDevOpsSoftware Development Lifecycle

Soft Skills

communicationinfluencestakeholder managementtechnical thought leadershiprelationship buildingcredibilitycustomer advocacycollaborationengagementstrategic thinking