Senior Solutions Engineer, Mid-Enterprise - Docker

About Docker

Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.

We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

We are seeking a highly consultative, commercially minded Senior Solutions Engineer, Mid-Enterprise to support our most strategic accounts. This role is a critical technical seller position, owning pre-sales technical strategy, shaping customer requirements early, and influencing outcomes in complex, competitive sales cycles.

You will act as a trusted technical advisor and champion owner, partnering closely with Account Executives, Post Sales, and Product teams to drive measurable business and technical value through technical selling, deal shaping, champion ownership, and strategic positioning.

Responsibilities

Technical Selling and Deal Shaping

• Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand AI governance, software supply chain risk, regulatory drivers, and 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 integrity, SBOM visibility, AI workload governance controls, and secure build pipelines.
• Develop custom code, scripts, and integrations to help in customer environments.
• 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, supply chain integrity, container security, and 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, and identity/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

• Build, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams.
• Leverage champion relationships to influence broader buying groups, shape requirements, and uncover cross-sell and expansion opportunities.
• Maintain engagement beyond the 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.

Qualifications

• 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.
• Passion for developer tooling.
• Experience with Docker, container ecosystems, or adjacent technologies strongly preferred.
• Development, agentic AI dev, SDLC, 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

First 30 Days

• Onboarding with equipment setup, swag package, and collaborative training.
• Learn to navigate sales tools such as Salesforce, Opine, Sigma, and Docker.
• Actively engage with senior stakeholders and manage client relationships.

First 60 Days

• Laser-focused on supporting sales teams.
• Connect with all team members and gain in-depth knowledge of Docker’s products.
• Develop an advanced understanding of tools, activities, and best practices.

First 90 Days

• Operate independently at full speed, fully immersed in customer business needs.
• Educate clients on product roadmap and undertake product training for users.

Perks & Benefits

• Remote-first by design with offices in Seattle and Paris.
• Generous PTO, designated quarterly Whaleness Days, and end-of-year Whaleness break.
• Home office support and technology stipend.
• Learning & development annual stipend.
• 16 weeks of paid parental leave after six months of employment.
• Equity for all full-time employees.
• Comprehensive medical, retirement, and local benefits.