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Solutions Engineer, Strategic

Australia · Job Posted February 21, 2026
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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 Solutions Engineer 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, 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 accounts

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
  • Experience with Docker, container ecosystems, or adjacent technologies strongly preferred
  • Development, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain Experience experience strongly preferred
  • Excellent communication, influence, and stakeholder management skills
  • Willingness to travel to customer sites as required

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
Docker - All Job Offers

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