Technical Fire Safety Specialist

Docker; Cowes; On-site; GBP 60,000 - 80,000; Full time

Job summary

A leading tech company is seeking a motivated sales professional to drive success in their Security portfolio. The role involves generating new leads, developing strategic account plans, and collaborating with internal teams to exceed sales targets. Ideal candidates will have over 3 years of experience in selling security solutions, a track record of exceeding sales goals, and the ability to build strong customer relationships. This position offers a dynamic environment where your sales skills will directly impact the growth of the organization.

Qualifications

• 3+ years of experience in security, DevOps, or cloud solutions sales.
• Proven track record in complex enterprise software environments.
• Strong understanding of CISO challenges and customer pain points.

Responsibilities

• Generate leads and exceed sales targets for the Docker Security portfolio.
• Develop a territory plan to identify security opportunities.
• Collaborate with internal teams to advance sales.

Skills

Exceeding sales targets

Sales execution

Customer relationship management

Negotiation skills

Strategic planning

Job description

Responsibilities

• Domain Expertise & Advocacy: Become the go-to expert on the Docker Security portfolio and champion its power, sharing customer success stories to illustrate its business value and impact.
• Territory & Account Planning: Create and execute a dynamic territory plan to identify and prosecute high-potential security opportunities in partnership with the Core AE team.
• Pipeline Generation: Generate new leads through proactive prospecting and enable the Core AE team to effectively qualify inbound opportunities for the security portfolio.
• Sales Execution: Exceed annual sales targets by quarterbacking the entire security sales cycle, from technical discovery and value justification to closing complex, multi-stakeholder deals.
• Team Collaboration & Enablement: Educate and empower internal teams (Core AEs, SEs, Sales Leaders) to effectively identify and advance security opportunities through formal and informal enablement.
• Deal Management: Strategize, negotiate, and close deals to drive mutual success for the customer and Docker.
• Product & Company Mastery: Gain a deep understanding of the Docker Security portfolio (DHI & Scout), our value proposition, competitive landscape, and the existing sales playbook.
• Internal Relationship Building: Begin establishing strong, collaborative relationships with the key Core AEs, SEs, and RVPs in your assigned territory.
• Pipeline Familiarization: Get acquainted with the inbound lead queue and top target accounts, reviewing account histories and identifying initial points of entry.

First 90 Days

• Field Execution: Be actively running your own discovery calls, building a qualified pipeline, and co-selling with Core AEs on initial opportunities.
• Strategic Planning: Develop a detailed territory plan that outlines your strategy for pipeline generation and account penetration for the security portfolio.
• Forecasting & Reporting: Establish a predictable and accurate forecast for your business and begin providing strategic updates on regional forecast calls.

One-Year Outlook

• Achieving Sales Targets: Meet or exceed the initial sales targets set for the security portfolio, successfully closing foundational "lighthouse" deals that can be used as references.
• Strategic Impact: Be recognized internally as the go-to expert and trusted advisor for all things related to Docker Security, actively contributing to the enablement and success of your AE partners.
• Process Refinement: Provide critical feedback to leadership and product teams, helping to refine the sales playbook, competitive positioning, and GTM strategy based on real-world customer interactions.

Qualifications

• Proven Achiever: A demonstrated track record of exceeding sales targets in a complex enterprise software environment, with the tenacity and discipline to manage sophisticated deal cycles.
• Security Domain Passion: 3+ years of experience selling security, DevOps, or cloud infrastructure solutions. You have a strong understanding of the challenges facing CISOs and platform owners.
• Strategic & Curious: Exceptional skills in uncovering latent customer pain, with a value-oriented penchant for asking "why" to build a powerful business case.
• Collaborative Partner: Proven ability to thrive in an overlay or co-sell model, working effectively with various internal stakeholders to achieve the best outcome for the customer.
• Trusted Advisor: A commitment to guiding customers with integrity, capable of building C-level relationships based on trust, credibility, and expertise.
• Excellent Presenter & Negotiator: A natural ability to command a room, influence executive stakeholders, and lead commercial negotiations.
• Above and beyond: Formal training in Command of the Message and MEDDPICC.

Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.