Senior Solutions Engineer, Enterprise (US West/Central)

Docker, Inc is a leading company in app development, known for its innovative solutions and remote-first culture. They are seeking a Senior Solutions Engineer to support Enterprise and Mid-market accounts, focusing on pre-sales technical strategy and driving business value through effective 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

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