Docker - Principal Solutions Architect (East Coast or Central)
Requirements
• Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise environments. • Excellent communication, influence, and stakeholder management skills. • Experience in managing customer relationships at the technical and business level. • Experience presenting solutions and demonstrations to small and large audiences, virtually and in person. • Experience interfacing with internal product/software teams, including technical support, product, and engineering, to enhance documentation, enablement, and product features to improve customer experience and enablement. • Experience developing application code, and a clear understanding of the challenges developers experience on a daily basis. • Ability to solve technical problems and translate customer experience to actionable feedback for engineering. • Experience developing collateral to assist customers with best-practice adoption. • 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 Security experience strongly preferred. • Must be fluent in English • Willingness to travel up to 50% domestically and internationally as a senior representative of Docker to prospective clients, customers, and technical alliance partners. • 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 • You will learn how to navigate through award-winning sales tools such as; Salesforce, Outreach, Sigma, and Opine. • Actively engage with senior stakeholders, and manage relationships with clients • You will work closely with your peers and shadow customer meetings 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 and customer success 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.
Responsibilities
• High priority customer technical leadership • Work with Docker’s most important customers and cross functional Docker teams to accelerate the customer’s container and AI journeys, focusing on developer workflows • Engage with customer teams and cross functional Docker teams to gather customer’s technical/business goals and challenges related to their container and AI journey. • Create and manage engagement plans that span existing products and new Docker offerings to achieve critical business goals. • Oversee “design partner” rapid prototyping engagements with Docker engineering and customer teams to validate customer-product fit for new use cases • Work with Docker teams to create/manage/deliver custom demos and content aligned to customer use cases. • Deliver high-impact enablement and best practices content to customer audiences from developer to C level. • Ability to travel up to 50% domestically and internationally as a senior representative of Docker to prospective clients, customers, and technical alliance partners. • Docker field technical leadership (regional/area of responsibility) • Be a thought leader for a particular area of responsibility both internal and external to Docker, working with fellow Dockhands to create/manage/deliver content • Gather field feedback from customer teams and Docker pre and post sales teams • Coordinate with Field CTO and other Solutions Architects to prioritize/contextualize/correlate field requests into a cohesive set of prioritized requests to the product/engineering teams. • Work directly with Docker product/engineering teams on workflows and feature alignment to customer use cases prioritized by revenue impact. • Be customer zero for new functionality produced by Docker product/engineering teams • Give input on internal technical enablement and customer enablement needs, and review enablement content • Assist the sales enablement team with internal technical enablement for new products and services.
Benefits
• Canada: CA$314,300 – CA$449,00 OTE + equity • Canada: • United States:$217,000 – $310,000 OTE + equity • United States: • Freedom & flexibility; fit your work around your life • Designated quarterly Whaleness Days plus end of year Whaleness break • 16 weeks of paid Parental leave (after 6 months of employment) • Technology stipend equivalent to $100 USD 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 • Medical benefits, retirement and holidays vary by country • Remote-first culture, with offices in Seattle and Paris • 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.
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