Docker - Principal Account Specialist, AI Governance (Sydney Preferred)

• Proven Achiever: A demonstrated track record of exceeding sales targets in a complex enterprise software environment, with the tenacity and discipline to manage sophisticated deal cycles. • Proven Achiever: • AI / Security Domain Passion: 3+ years of experience selling security, DevOps, cloud infrastructure, or AI/ML platform solutions. You have a strong understanding of the challenges facing CISOs and platform engineering leaders as organizations adopt AI agents and LLM-powered workflows. • AI / Security Domain Passion: • Strategic & Curious: Exceptional skills in uncovering latent customer pain, particularly around AI risk, ungoverned agent activity, and regulatory exposure (Australia's AI Ethics Framework, Singapore's Model AI Governance Framework, Japan's AI governance guidelines, and emerging APAC-specific compliance requirements), with a value-oriented penchant for asking "why" to build a powerful business case. • Strategic & Curious: • Collaborative Partner: Proven ability to thrive in an overlay or co-sell model, working effectively with various internal stakeholders to achieve the best outcome for the customer. • Collaborative Partner: • Trusted Advisor: A commitment to guiding customers with integrity, capable of building C-level relationships based on trust, credibility, and expertise, especially with security and AI/ML buying centers. • Trusted Advisor: • Excellent Presenter & Negotiator: A natural ability to command a room, influence executive stakeholders, and lead commercial negotiations across diverse APAC markets and cultures. • Excellent Presenter & Negotiator: • APAC Market Awareness: Familiarity with the business landscape, procurement norms, and technology adoption patterns across key APAC markets (Australia, Japan, Singapore, India, South Korea). Multi-market or multi-language experience is a strong plus. • APAC Market Awareness: • Above and beyond: Formal training in Command of the Message and MEDDPICC. • Above and beyond: • What to expect • First 30 days • First 30 days • Product & Company Mastery: Gain a deep understanding of the Docker AI Governance platform (Sandboxes, MCP Gateway, centralized policy, audit), our value proposition, the competitive landscape, and the existing sales playbook. • Product & Company Mastery: • Internal Relationship Building: Begin establishing strong, collaborative relationships with the key Core AEs, SEs, and RVPs across APAC, as well as the AI Governance specialist team (AMER and EMEA counterparts). • Internal Relationship Building: • Pipeline Familiarization: Start to get acquainted with the inbound lead queue and top target accounts across the region, reviewing account histories, identifying AI adoption signals, and mapping initial points of entry to security and AI/ML buying centers. • Pipeline Familiarization: • First 90 days • First 90 days • Field Execution: Be actively running your own discovery calls, building a qualified pipeline, and co-selling with Core AEs on initial AI governance opportunities. • Field Execution: • Strategic Planning: Develop a detailed territory plan that outlines your strategy for pipeline generation and account penetration for AI Governance, with particular focus on regulated verticals and key APAC enterprise hubs (Sydney, Singapore, Tokyo, Mumbai, Seoul). • Strategic Planning: • Forecasting & Reporting: Establish a predictable and accurate forecast for your business and begin providing strategic updates on regional forecast calls, managing time zone coverage across the region. • Forecasting & Reporting: • First year • First year • Achieving Sales Targets: Meet or exceed the initial sales targets set for AI Governance, successfully closing foundational "lighthouse" deals across APAC that can be used as references. • Achieving Sales Targets: • Strategic Impact: Be recognized internally as the go-to expert and trusted advisor for all things related to Docker AI Governance in APAC, actively contributing to the enablement and success of your AE partners across the region. • Strategic Impact: • Process Refinement: Provide critical feedback to leadership and product teams, helping to refine the sales playbook, competitive positioning, and GTM strategy based on real-world customer interactions, particularly around APAC-specific regulatory requirements, enterprise procurement patterns, data sovereignty considerations, and emerging AI risk frameworks. • Process Refinement: • Our Team • Our Specialist Sales team thrives on a collaborative, value-driven selling approach. If you enjoy the thrill of hunting for and closing complex deals while contributing to a supportive, high-performance team environment, you'll find a great fit here. As the first APAC hire on the AI Governance specialist team, you'll play a foundational role in building our regional presence and driving the success of one of Docker's most important strategic initiatives. • Docker does not offer visa sponsorship for this role.