Staff Solutions Engineer (Japan)

📋 Description

• • Serve as Docker’s dedicated Solutions Engineer for Japan, enabling partner-led sales motion through technical enablement, co-selling, and channel development with distributors and resellers.
• • Deliver Japanese-language technical workshops, solution briefings, and enablement assets including demo environments, reference architectures, and presentation decks tailored to Japan’s partner ecosystem.
• • Build and sustain strong relationships with key channel partners to drive pipeline development and support complex enterprise opportunities with architectural depth and competitive differentiation.
• • Represent Docker at Japanese developer events, meetups, hackathons, and industry conferences to grow technical presence and community trust in Docker’s tools and AI security offerings.
• • Produce Japanese-language technical content such as blog posts, how-to guides, and solution briefs that address gaps in Docker’s documentation and resonate with local developer needs.
• • Lead deep technical discovery engagements with strategic enterprise accounts across Platform Engineering, DevOps, Security, and AI teams to understand AI governance, software supply chain risks, and DevSecOps maturity.
• • Design and execute structured Proof of Concepts (PoCs) and Proof of Values (PoVs) with clear success criteria and executive-ready value summaries for key accounts.
• • Position Docker’s AI portfolio — including MCP Gateway, AI Governance (GA May 2026), Hardened Images (DHI), and Sandbox (SBX) — as the foundational security and governance layer for agentic AI development workflows.
• • Translate Docker’s technical capabilities into business value narratives for CISOs, Heads of Platform Engineering, and AI leaders, aligning container security and AI governance with regulatory and compliance drivers in Japan.
• • Provide architectural guidance on policy-as-code enforcement, identity and access governance for AI workloads, and SBOM visibility during customer engagements.
• • Act as a subject matter expert on secure software supply chain, container security, and AI security trends in both customer-facing and community engagements.
• • Develop reusable technical assets — workshops, demos, reference architectures, and Japanese enablement content — to scale impact across channel partners and direct accounts.
• • Advocate for Japan-specific customer and partner feedback to Docker’s Product and Engineering teams to influence roadmap priorities.
• • Travel domestically within Japan to support customer visits, partner events, and community engagements as needed.
• • Operate independently across three core pillars: partner enablement, strategic customer engagement, and community evangelism, with no direct reports but significant cross-functional influence.
• • Onboard with Docker tools (Salesforce, Opine, Sigma) and collaborate with the APAC SE team to understand pipeline, account history, and handover context.
• • Within 90 days, deliver first partner enablement session, confirm first community content or speaking opportunity, and establish relationships with key strategic accounts.
• • Maintain ongoing engagement with existing customers beyond initial sale to support renewals and expansion opportunities.
• • Stay current on Docker’s product roadmap, particularly AI Governance (GA May 2026), and communicate updates accurately to partners and customers.