Docker - Senior Sales Engineer, Strategic Accounts (US West Coast)

• Software supply chain risk posture • Regulatory and compliance drivers (e.g., NIST AI Risk Management Framework, EU AI Act.) • Secure development lifecycle requirements • Shape technical requirements early in the sales cycle to align customer outcomes with Docker’s differentiated value in AI governance, container security, and software supply chain integrity. • Design, position, and execute structured PoCs/PoVs focused on: • Policy enforcement • Image and artifact integrity • SBOM visibility • AI workload governance controls • Secure build pipelines • Define clear success criteria, evaluation frameworks, and executive-ready value summaries. • Influence decision-making through demos, workshops, architecture reviews, and technical executive briefings. • Translate complex AI security and governance capabilities into clear business value narratives for CISOs, Heads of Platform Engineering, and AI leaders. • AI Governance and Security Thought Leadership • Establish credibility as a trusted advisor on: • Responsible AI development practices • Secure AI model lifecycle management • Software supply chain integrity • Container and artifact security • DevSecOps best practices • Guide customers in implementing governance controls across AI-enabled SDLC workflows. • Provide architectural guidance for: • Agentic AI development environments • Policy-as-code enforcement • Identity and access governance for AI workloads • Act as a subject matter expert on secure software supply chain and AI security trends in customer-facing engagements. • Technical Champion Ownership and Thought Leadership: • Build, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams. • 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. • Customer and Internal Advocacy: • 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. • Competitive and Strategic Selling: • Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the sales cycle. • Partner with Sales to develop technical win strategies for strategic and competitive accounts. • Proven experience as a Sales Engineer, Solutions 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 strongly preferred. • Must be fluent in English • Excellent communication, influence, and stakeholder management skills. • Willingness to travel to customer sites up to 25%. • What to Expect • What to Expect • First 30 days • First 30 days • You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program working with an onboarding peer • You will learn how to navigate through award-winning sales tools such as: Salesforce, Opine, Sigma, and Docker. • Actively engage with senior stakeholders, and manage relationships with clients • You will work closely with your peers and partner with SEs to develop strategies to advocate for our customers. • At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role. • First 60 days • First 60 days • You will be laser-focused on supporting the sales teams during your second month. • You will have connected with all of your team members. • You will gain in-depth knowledge of Docker’s products and how they impact our customers. • You will have an advanced understanding of tools, activities, and best practices to be successful in your role. • First 90 days • First 90 days • In month three, you will be confident in your craft and ready to immerse yourself in our customer’s business needs fully. • You will continue efforts to improve messaging, processes, and activities. • Educate our clients about our product roadmap and undertake product training for users • You will be ready to operate independently at full speed. • Docker does not offer visa sponsorship for this role.