Original listing text, shown exactly as published by the company.
Responsibilities
Technical Selling and Deal Shaping
- Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand:
- AI governance requirements
- 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.
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.
- 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 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 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
- 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
- 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.
