Senior Sales Engineer, Strategic (EMEA - German + English)

📋 Description

• • Docker Inc. is seeking a highly consultative and commercially astute Senior Sales Engineer, Strategic, to join our dynamic team and play a pivotal role in supporting our most important enterprise accounts across the EMEA region. This is a critical technical selling position, demanding a proactive approach to pre-sales technical strategy, early shaping of customer requirements, and significant influence over outcomes in complex, competitive sales cycles. You will operate as a trusted technical advisor and a dedicated champion owner, forging strong partnerships with Account Executives, Post Sales teams, and Product teams to deliver tangible business and technical value.
• • Your core responsibilities will encompass four key pillars: Technical Selling & Deal Shaping, Technical Champion Ownership & Thought Leadership, Customer & Internal Advocacy, and Competitive & Strategic Selling. In Technical Selling & Deal Shaping, you will lead in-depth technical discovery sessions to thoroughly understand customer business objectives, identify constraints, define success criteria, and uncover key buying drivers. You will be instrumental in shaping technical requirements early in the sales cycle, ensuring alignment between customer outcomes and Docker’s unique value proposition. This involves designing, positioning, and executing structured Proofs of Concept (PoCs) and Proofs of Value (PoVs), meticulously defining success metrics, evaluation plans, and clear exit strategies. You will influence customer decision-making through engaging workshops, insightful whiteboarding sessions, and impactful technical executive briefings, adeptly translating complex technical capabilities into clear, compelling business value narratives.
• • In Technical Champion Ownership & Thought Leadership, you will be responsible for building, owning, and expanding relationships with key technical champions and influencers within customer organizations. Establishing credibility as a trusted advisor is paramount, achieved through demonstrating technical thought leadership, providing expert architectural guidance, and advocating for industry best practices. You will leverage these champion relationships to influence broader buying groups, further shape requirements, and proactively uncover cross-sell and expansion opportunities. Maintaining engagement beyond the initial sale is crucial to ensure successful outcomes are realized and to gather valuable insights that will inform future sales motions.
• • As a Customer & Internal Advocate, you will champion customer needs internally by providing clear, actionable feedback to Product and Engineering teams, informed by your direct field experience. You will coordinate seamlessly with Post Sales and Support resources to ensure a consistent and positive customer lifecycle experience. Furthermore, you will contribute to scaling our impact across accounts by developing reusable technical assets, including workshops, demos, reference architectures, and enablement content.
• • In Competitive & Strategic Selling, you will actively support competitive sales motions by identifying key differentiators and influencing evaluation criteria throughout the sales cycle. You will partner closely with Sales leadership to develop robust technical win strategies for strategic and competitive accounts, ensuring Docker’s solutions are positioned for success. This role reports to the Director of Solutions Engineering and operates at the critical intersection of deep technical expertise, sharp business acumen, and disciplined competitive selling.
• • The first 30 days will focus on a world-class onboarding experience, including equipment setup, a welcome swag package, and collaborative training. You will learn to navigate our award-winning sales tools such as Salesforce, Outreach, and Looker, and begin actively engaging with senior stakeholders and managing client relationships. You will work closely with peers and CSMs to develop customer advocacy strategies. By the end of the month, you will have a proficient grasp of the tools and activities necessary for success.
• • The first 60 days will see you laser-focused on supporting the Customer Success team, connecting with all team members, and gaining in-depth knowledge of Docker’s products and their impact on customers. You will develop an advanced understanding of tools, activities, and best practices.
• • By the first 90 days, you will be confident in your expertise and ready to immerse yourself fully in understanding customer business needs. You will continue efforts to improve messaging, processes, and activities, educate clients on our product roadmap, and undertake product training. You will be ready to operate independently at full speed, driving significant technical and business value for our strategic accounts.