Docker, Inc is a leading company in app development, dedicated to providing innovative solutions for developers. They are seeking a Senior Solutions Engineer to support strategic accounts by owning pre-sales technical strategy and driving measurable business value through technical selling and customer advocacy.
Responsibilities:
- 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
- Must be fluent in English, Spanish and Portuguese
- Excellent communication, influence, and stakeholder management skills
- Willingness to travel to customer sites as required
- 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