Senior Sales Engineer, Strategic (EMEA - French/English)

📋 Description

• • Docker Inc. is seeking a highly consultative and commercially astute Senior Sales Engineer to join our dynamic team, focusing on our most strategic accounts across the EMEA region. This pivotal role is at the forefront of our technical sales efforts, demanding a proactive approach to pre-sales technical strategy, early shaping of customer requirements, and skillful navigation of complex, competitive sales cycles to influence and secure positive outcomes.
• • As a trusted technical advisor and champion owner, you will forge strong partnerships with Account Executives, Post Sales teams, and Product Development to deliver tangible business and technical value. Your responsibilities will span across critical areas including Technical Selling and Deal Shaping, Technical Champion Ownership and Thought Leadership, Customer and Internal Advocacy, and Competitive and Strategic Selling, ensuring a holistic and impactful approach to customer engagement.
• • In the realm of Technical Selling and Deal Shaping, you will lead in-depth technical discovery sessions with Platform Engineering, DevOps, Security, and AI/ML teams. This involves a deep dive into understanding their specific needs and challenges related to AI governance requirements, software supply chain risk posture, regulatory and compliance drivers such as the NIST AI Risk Management Framework and the EU AI Act, and secure development lifecycle requirements. Your expertise will be crucial in translating these complex needs into solutions that align with Docker’s unique value proposition in AI governance, container security, and software supply chain integrity.
• • You will be instrumental in designing, positioning, and executing structured Proofs of Concept (PoCs) and Proofs of Value (PoVs). These initiatives will be meticulously crafted to demonstrate capabilities in policy enforcement, image and artifact integrity, SBOM visibility, AI workload governance controls, and secure build pipelines. A key aspect of this will be defining clear success criteria, robust evaluation frameworks, and delivering executive-ready value summaries that resonate with senior leadership.
• • Your influence will be exerted through compelling demonstrations, interactive workshops, in-depth architecture reviews, and high-level technical executive briefings. A core competency will be your ability to translate intricate AI security and governance capabilities into clear, concise business value narratives tailored for CISOs, Heads of Platform Engineering, and AI leaders, ensuring they understand the strategic advantages Docker offers.
• • As a leader in AI Governance and Security Thought Leadership, you will establish yourself as a credible and trusted advisor. This involves guiding customers on responsible AI development practices, secure AI model lifecycle management, the critical importance of software supply chain integrity, and best practices in container and artifact security, as well as DevSecOps. You will provide expert architectural guidance for advanced concepts such as agentic AI development environments, policy-as-code enforcement, and identity and access governance for AI workloads. Your role will also involve acting as a subject matter expert on emerging trends in secure software supply chains and AI security within customer-facing engagements.
• • Technical Champion Ownership and Thought Leadership are central to this role. You will be responsible for building, nurturing, and expanding relationships with key technical champions within Security, DevOps, Platform, and AI teams. By establishing credibility through your technical insights, architectural guidance, and understanding of industry best practices, you will leverage these champion relationships to influence broader buying groups, refine requirements, and identify opportunities for cross-selling and account expansion. Maintaining engagement beyond the initial sale is crucial to ensure customer outcomes are realized and to gather insights that inform future sales strategies.
• • In Customer and Internal Advocacy, you will serve as a vital conduit, advocating for customer needs directly to our Product and Engineering teams, providing clear, actionable feedback derived from your field experiences. You will collaborate closely with Post Sales and Support resources to ensure a seamless and consistent customer lifecycle experience. Furthermore, you will contribute to scaling our impact by developing reusable technical assets, including workshops, demos, reference architectures, and enablement content.
• • Finally, in Competitive and Strategic Selling, you will actively support competitive sales motions by identifying key differentiators and influencing evaluation criteria throughout the sales cycle. You will partner strategically with the Sales team to develop robust technical win strategies for our most important and competitive accounts, ensuring Docker’s success in challenging market landscapes.
• • This role requires a proactive, technically adept, and commercially minded individual who thrives in a fast-paced, innovative environment. You will be empowered to make a significant impact on our strategic accounts and contribute to Docker's continued growth and success.