Original listing text, shown exactly as published by the company.
Responsibilities
- Meet with prospects to generate interest in purchasing commercial Docker products
- Meet with customers to identify areas to expand their partnership with Docker via additional products and services
- Achieve monthly and quarterly sales targets quotas of sourced qualified opportunities and closed business
- Accurately forecast business on a monthly and quarterly cadence
- Spearhead the growth & adoption of Docker within our existing user base
- Establish and maintain active engagement with clients that demonstrate usage patterns that indicate a propensity to acquire our commercial offering
- Respond to and qualify incoming inquiries regarding interest in Docker products
- Craft a great first impression to our prospects and customers by adding value during every customer touchpoint
- Partner with cross-functional teams to share customer feedback, inform product road map and drive strong marketing campaigns
- Engage in team development and mentoring
Qualifications
- 2+ year(s) of sales experience selling to mid market and/or enterprise customers; preference for selling technical products to developer and engineering personas
- A demonstrated track record of success
- Experience working with a technical product or the aptitude to quickly learn complex technical concepts
- Experience with Open Source Software business models is preferred but not required
- Experience with all aspects of B2B technology sales aspects, including pre-call planning, opportunity qualification, objection handling, and closing opportunities
- The ability to structure, control, and lead calls
- High integrity and a team-first mentality
- Positive and upbeat phone skills, excellent listening skills, and strong writing skills
- Sales training and Salesforce experience a plus
- 4-year college degree or equivalent experience preferred
What to expectFirst 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, ZoomInfo, Outreach, Sales Navigator, and Docker
- You will begin core AE functions; prospecting, lead qualification, discovery meetings, Account Management/Introductions, Salesforce hygiene, and pipeline management.
- You will work closely with your manager, shadow your peers, and partner with your BDR to develop prospecting strategies unique to your territory
- 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
- During your second month, you will be laser-focused on Account Management, Opportunity Generation, identify target accounts and prospecting strategies in your territory
- You will have connected with all of your primary customer accounts (both net-new opportunities in flight and partner with Renewal Managers on upcoming renewals)
- Build prospecting lists for target accounts, understanding key decision-makers and then reach out to them using all communication channels (cold call, email, chat, and social media)
- You will comprehend and maintain in-depth knowledge of Docker’s products and have a great pitch
- Adhere to team KPI metrics and prospecting standards
- You will have an advanced understanding of tools, activities, and best practices to be successful in the AE role
- You will ideally be able to close your first transaction
First 90 Days
- In month three, you will be confident in your craft and ready to fully immerse yourself in your day job
- You will continue efforts to improve messaging, processes, and daily activities
- You will be an accomplished seller of Docker products with multiple transactions (renewals, upsell, net-new) under your belt
- You will be ready to independently operate at full speed
Docker does not offer visa sponsorship for this role.
