Senior Solutions Engineer Job at Docker

Job Description

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride! We are seeking a highly consultative, commercially minded Senior Solutions Engineer to support our Enterprise and Mid-market 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, Technical Champion Ownership & Thought Leadership, Customer & Internal Advocacy and Competitive & Strategic Selling. This role reports to the Director of Solutions Engineering and operates at the intersection of technical depth, business acumen, and competitive selling discipline.

Job Responsibility

Lead technical discovery to deeply understand customer business objectives, constraints, success criteria, and buying drivers
Shape technical requirements early in the sales cycle to align customer outcomes with Docker’s differentiated value
Design, position, and execute structured PoCs and PoVs, including defining success criteria, evaluation plans, and exit strategies
Influence customer decision-making through workshops, whiteboarding sessions, and technical executive briefings
Translate complex technical capabilities into clear business value narratives
Build, own, and expand relationships with customer technical champions and influencers
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
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
Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the cycle
Partner with Sales to develop technical win strategies for strategic and competitive

Requirements

Proven experience as a Solutions Engineer, Sales 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
Have a start-up mindset, agility to adapt to rapid product evolutions and react with urgency to solve new challenges for customers
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
Experience executing sales strategies & sales methodologies like MEDDIC, Challenger Sale, and Command of the Message preferred
Excellent communication, influence, and stakeholder management skills
Willingness to travel to customer sites as required

Nice to have

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
Experience executing sales strategies & sales methodologies like MEDDIC, Challenger Sale, and Command of the Message preferred

What we offer

Freedom & flexibility
fit your work around your life
Designated quarterly Whaleness Days plus end of year Whaleness break
Home office setup
we want you comfortable while you work
16 weeks of paid Parental leave
Technology stipend equivalent to $100 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
Docker Swag
Medical benefits, retirement and holidays vary by country
Remote-first culture, with offices in Seattle and Paris

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Senior Solutions Engineer

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