Senior Sales Engineer, Strategic Accounts (US West Coast)

📋 Description

• • As a Senior Sales Engineer, Strategic Accounts, you will be at the forefront of shaping how leading organizations leverage Docker's innovative platform to address their most critical challenges in AI governance, software supply chain security, and modern application development.
• • This is a highly consultative and commercially driven role, demanding a deep technical understanding coupled with a keen business acumen to influence outcomes in complex, competitive enterprise sales cycles.
• • You will serve as a trusted technical advisor and a key advocate for our strategic customers, forging strong partnerships with Account Executives, Post-Sales teams, and Product Management to deliver tangible business and technical value.
• • Your primary focus will be on technical selling and deal shaping, where you will lead in-depth technical discovery sessions with diverse teams including Platform Engineering, DevOps, Security, and AI/ML.
• • This discovery will uncover critical customer requirements related to AI governance, their current software supply chain risk posture, specific regulatory and compliance drivers such as the NIST AI Risk Management Framework and the EU AI Act, and their secure development lifecycle needs.
• • You will proactively shape technical requirements early in the sales engagement, ensuring a strong alignment between customer objectives and Docker's unique value proposition in AI governance, container security, and the integrity of the software supply chain.
• • A significant part of your role will involve designing, positioning, and meticulously executing Proofs of Concept (PoCs) and Proofs of Value (PoVs).
• • These engagements will be strategically focused on demonstrating Docker's capabilities in areas such as policy enforcement, ensuring image and artifact integrity, providing SBOM visibility, implementing AI workload governance controls, and securing build pipelines.
• • You will be responsible for defining clear, measurable success criteria and robust evaluation frameworks for these PoCs/PoVs, culminating in executive-ready value summaries that clearly articulate the business impact.
• • You will influence key decision-makers through compelling product demonstrations, interactive workshops, in-depth architecture reviews, and targeted technical executive briefings.
• • A crucial skill will be your ability to translate complex AI security and governance capabilities into clear, concise, and persuasive business value narratives tailored for C-level executives such as CISOs, Heads of Platform Engineering, and AI leaders.
• • Beyond technical selling, you will establish yourself as a thought leader and trusted advisor in the domains of responsible AI development practices, secure AI model lifecycle management, software supply chain integrity, container and artifact security, and DevSecOps best practices.
• • You will guide customers in the practical implementation of governance controls across their AI-enabled Software Development Lifecycle (SDLC) workflows.
• • You will provide expert architectural guidance for cutting-edge environments, including agentic AI development platforms, policy-as-code enforcement mechanisms, and robust identity and access governance for AI workloads.
• • As a subject matter expert, you will represent Docker and share insights on secure software supply chain and AI security trends in all customer-facing engagements.
• • You will build, nurture, and expand relationships with technical champions within customer organizations across Security, DevOps, Platform, and AI teams, establishing yourself as their go-to technical resource.
• • Your credibility as a trusted advisor will be solidified through your technical thought leadership, insightful architectural guidance, and deep understanding of industry best practices.
• • You will leverage these strong champion relationships to influence broader buying committees, effectively shape technical requirements, and proactively uncover opportunities for cross-selling and account expansion.
• • Maintaining engagement beyond the initial sale is key, ensuring that customers realize the promised outcomes and providing valuable insights that inform future sales strategies.
• • You will act as a strong advocate for customer needs internally, providing clear, actionable feedback to Product and Engineering teams based on your extensive field experience.
• • You will collaborate closely with Post-Sales and Support teams to ensure a seamless and consistent customer experience throughout their entire lifecycle with Docker.
• • To scale your impact, you will develop and contribute to reusable technical assets, including workshops, compelling demos, reference architectures, and enablement content.
• • In competitive sales scenarios, you will actively support sales motions by identifying Docker's key differentiators and influencing the evaluation criteria used by prospects.
• • You will partner strategically with Account Executives to develop robust technical win strategies for complex, strategic, and competitive accounts, ensuring a clear path to success.
• • This role is designed for an individual who thrives at the intersection of deep technical expertise, strategic business thinking, and disciplined competitive selling.
• • You will be instrumental in driving adoption and ensuring customers maximize the value derived from Docker's platform, particularly in the rapidly evolving landscape of AI and secure software development.
• • Your contributions will directly impact Docker's growth and success by securing and expanding our most important customer relationships.
• • You will be a key player in translating complex technical solutions into clear business outcomes for strategic enterprise clients on the US West Coast.
• • The role demands a proactive, customer-centric approach, with a strong emphasis on building trust and demonstrating technical leadership.
• • You will be expected to stay abreast of the latest trends in cloud-native technologies, AI, and cybersecurity to provide cutting-edge solutions and advice.
• • Your ability to articulate technical concepts to both highly technical audiences and business leaders will be paramount to your success.
• • You will be a vital link between our customers' strategic initiatives and Docker's technological capabilities, ensuring mutual success and long-term partnerships.
• • This position offers a unique opportunity to influence product direction and drive significant impact within a fast-growing, innovative company.