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Docker helps developers bring their ideas to life by conquering the complexity of app development.
Senior Solutions Engineer, Enterprise
Location
United States
Posted
111 days ago
Salary
$195.2K - $244K / year
Seniority
Senior
Job Description
Senior Solutions Engineer, Enterprise
Docker, Inc
• 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 selling.
Job 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.
- Have a start-up mindset, agility to adapt to rapid product evolutions and react with urgency to solve new challenges for customers
- Experience with Docker, container ecosystems, or adjacent technologies strongly preferred.
- Development, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain experience strongly preferred.
- Experience executing sales strategies & sales methodologies like MEDDIC, Challenger Sale, and Command of the Message preferred.
- Excellent communication, influence, and stakeholder management skills.
- Willingness to travel to customer sites as required.
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
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