Senior Solutions Engineer, Mid-Enterprise

Docker; United States; Remote; USD 171,000 - 244,000; Full time

Benefits offered by this job

Remote-first

Flexible schedule

PTO

Home office setup

Tech stipend

Learning stipend

Parental leave

Equity

Benefits

Docker swag

Job summary

Docker is seeking a Senior Solutions Engineer for Mid-Enterprise, a remote-first technical seller who shapes pre-sales strategy and collaborates with AEs, Post Sales, and Product teams to deliver measurable value in AI governance, container security, and software supply chain integrity.

You will own technical discovery, run PoCs/PoVs, and translate complex AI security topics into business value for CISOs and senior stakeholders across Cloud, DevOps, and Platform teams.

Qualifications

• Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise sales.
• Strong experience running competitive PoCs/PoVs with clearly defined success and exit criteria.
• Ability to engage credibly with senior technical and business stakeholders; solid understanding of cloud platforms (AWS, Azure, GCP), containers, DevOps, and modern app architectures.
• Love of developer tooling and related ecosystems; Docker/container experience preferred.
• Experience with Docker, container ecosystems, or adjacent technologies preferred.
• Development, Agentic AI dev, SDLC and/or Software Supply Chain experience preferred.
• Must be fluent in English; excellent communication, influence, and stakeholder management.
• Willingness to travel to customer sites up to 25%.

Responsibilities

• Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams.
• Shape technical requirements early to align customer outcomes with Docker’s value in AI governance, container security, and software supply chain integrity.
• Design, position, and execute PoCs/PoVs with clear success criteria and executive-ready value summaries.
• Develop custom code, scripts and integrations for customer environments.
• Translate complex AI security and governance capabilities into clear business value narratives for CISOs and AI leaders.

Skills

Technical selling

PoCs/PoVs

Executive engagement

Cloud platforms

Containers

AI governance

Security

Sales enablement

Stakeholder management

English fluency

Tools

Salesforce

Opine

Sigma

Docker

Job description

About Docker

Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world’s largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.

We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

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We are seeking a highly consultative, commercially minded Senior Solutions Engineer, Mid-Enterprise to support our most strategic accounts. This role is a critical technical seller position, owning pre-sales technical strategy, shaping customer requirements early, and influencing outcomes in complex, competitive sales cycles.

You will act as a trusted technical advisor and champion owner, partnering closely with Account Executives, Post Sales, and Product teams to drive measurable business and technical value through

• Technical Selling and Deal Shaping,
• Technical Champion Ownership and Thought Leadership,
• Customer and Internal Advocacy and
• Competitive and Strategic Selling

This role reports to the Manager of Solutions Engineering and operates at the intersection of technical depth, business acumen, and competitive selling discipline.

Responsibilities

Technical Selling and Deal Shaping

• Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand:
• Shape technical requirements early in the sales cycle to align customer outcomes with Docker’s differentiated value in AI governance, container security, and software supply chain integrity.
• Design, position, and execute structured PoCs/PoVs focused on:
• Develop custom code, scripts and integrations to help in customer environments
• Define clear success criteria, evaluation frameworks, and executive-ready value summaries.
• Influence decision-making through demos, workshops, architecture reviews, and technical executive briefings.
• Translate complex AI security and governance capabilities into clear business value narratives for CISOs, Heads of Platform Engineering, and AI leaders.

AI Governance and Security Thought Leadership

• Establish credibility as a trusted advisor on:
• Guide customers in implementing governance controls across AI-enabled SDLC workflows.
• Provide architectural guidance for:
• Act as a subject matter expert on secure software supply chain and AI security trends in customer-facing engagements.

Technical Champion Ownership and Thought Leadership:

• Build, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams.
• Establish credibility as a trusted advisor through technical thought leadership, architectural guidance, and industry best practices.
• Leverage champion relationships to influence broader buying groups, shape requirements, and uncover cross-sell and expansion opportunities.
• Maintain engagement beyond initial sale ensuring outcomes are realized and leveraging insights to support future sales motions.

Customer and Internal Advocacy:

• Advocate for customer needs with Product and Engineering, providing clear, actionable feedback informed by field experience.
• Coordinate with Post Sales and Support resources to ensure continuity across the customer lifecycle.
• Develop reusable technical assets (workshops, demos, reference architectures, enablement content) to scale impact across accounts.

Competitive and Strategic Selling:

• Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the sales cycle.
• Partner with Sales to develop technical win strategies for strategic and competitive accounts.

Qualifications

• Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise sales.
• Strong experience running competitive PoCs/PoVs with clearly defined success and exit criteria.
• Ability to engage credibly with senior technical and business stakeholders.
  Solid understanding of cloud platforms (AWS, Azure, GCP), containers, DevOps, and modern application architectures.
• Love of developer tooling
• Experience with Docker, container ecosystems, or adjacent technologies strongly preferred.
• Development, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain experience strongly preferred.
• Must be fluent in English
• Excellent communication, influence, and stakeholder management skills.
• Willingness to travel to customer sites up to 25%.

What to Expect

First 30 days

• You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program working with an onboarding peer
• You will learn how to navigate through award-winning sales tools such as: Salesforce, Opine, Sigma, and Docker.
• Actively engage with senior stakeholders, and manage relationships with clients
• You will work closely with your peers and partner with SEs to develop strategies to advocate for our customers.
• At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role.

First 60 days

• You will be laser-focused on supporting the sales teams during your second month.
• You will have connected with all of your team members.
• You will gain in-depth knowledge of Docker’s products and how they impact our customers.
• You will have an advanced understanding of tools, activities, and best practices to be successful in your role.

First 90 days

• In month three, you will be confident in your craft and ready to immerse yourself in our customer’s business needs fully.
• You will continue efforts to improve messaging, processes, and activities.
• Educate our clients about our product roadmap and undertake product training for users
• You will be ready to operate independently at full speed.

Compensation & Equity

Canada: CA$247,100– CA$353K OTE + equity

United States: $170.8K – $244K OTE + equity

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Posting Information

• Open vacancy: This posting is for an existing open role.
• AI in hiring: Docker may use AI-assisted tools during our recruiting process.
• Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.

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Perks & Benefits

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
• Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
• Home office support – Set up your workspace for comfort and success.
• Technology stipend – Equivalent to US$100 net per month to help support your work.
• Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
• Parental leave – 16 weeks of paid parental leave after six months of employment.
• Equity for all full-time employees – Share in Docker’s long-term success as we continue to grow.
• Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
• Docker swag – Because representing the whale never gets old.

Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.

#LI-REMOTE