Senior Solutions Engineer, Strategic; SF

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started.

Come join us for a whale of a ride!

We are seeking a highly consultative, commercially minded Solutions Engineer 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 & Deal Shaping,
• Technical Champion Ownership & Thought Leadership,
• Customer & Internal Advocacy and
• Competitive & Strategic Selling

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

Technical Selling & Deal Shaping:

• Lead technical discovery to deeply understand customer business objectives, constraints, success criteria, and buying drivers.
• Shape technical requirements early in the sales cycle to align customer outcomes with Docker’s differentiated value.
• Design, position, and execute structured PoCs and PoVs, including defining success criteria, evaluation plans, and exit strategies.
• Influence customer decision‑making through workshops, whiteboarding sessions, and technical executive briefings.
• Translate complex technical capabilities into clear business value narratives.

Technical Champion Ownership & Thought Leadership:

• Build, own, and expand relationships with customer technical champions and influencers.
• 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 & 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 & Strategic Selling:

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

• Proven experience as a Solutions Engineer, Sales 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, Dev Ops, and modern application architectures.
• Experience with Docker, container ecosystems, or adjacent technologies strongly preferred.
• Development, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain Experience experience strongly preferred.
• Excellent communication, influence, and stakeholder management skills.
• Willingness to travel to customer sites as required.

• You will be welcomed with a first‑in‑class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program
• You will learn how to navigate through award‑winning sales tools such as;
  Salesforce, Outreach, Sales Force, Looker, and Docker.
• Actively engage with senior stakeholders, and manage relationships…