[Hiring] Senior Solutions Engineer @Docker

Role Description

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 and Deal Shaping
• Technical Champion Ownership and Thought Leadership
• Customer and Internal Advocacy
• Competitive and Strategic Selling

This role reports to the Manager of Solutions Engineering and operates at the intersection of technical depth, business acumen, and competitive selling discipline.

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
  • 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
    • 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.
• Love of developer tooling.
• 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%.

Benefits

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
• Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
• Home office support – Set up your workspace for comfort and success.
• Technology stipend – Equivalent to US$100 net per month to help support your work.
• Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
• Parental leave – 16 weeks of paid parental leave after six months of employment.
• Equity for all full-time employees – Share in Docker's long-term success as we continue to grow.
• Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
• Docker swag – Because representing the whale never gets old.