Senior Solutions Engineer (Mid-Enterprise)

• 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
• Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand:
• AI governance requirements
• Software supply chain risk posture
• Regulatory and compliance drivers (e.g., NIST AI Risk Management Framework, EU AI Act.)
• Secure development lifecycle requirements
• 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:
• Policy enforcement
• Image and artifact integrity
• SBOM visibility
• AI workload governance controls
• Secure build pipelines
• 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
• Establish credibility as a trusted advisor on:
• Responsible AI development practices
• Secure AI model lifecycle management
• Software supply chain integrity
• Container and artifact security
• DevSecOps best practices
• Guide customers in implementing governance controls across AI-enabled SDLC workflows
• Provide architectural guidance for:
• Agentic AI development environments
• Policy-as-code enforcement
• Identity and access governance for AI workloads
• Act as a subject matter expert on secure software supply chain and AI security trends in customer-facing engagements
• 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
• 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

Benefits

• 100% company paid medical premiums for employees and dependents
• Flexible Time Off Policy
• Employer Paid Holidays
• Generous Parental Leave (after 6 months of employment)
• Home Office Set Up Budget
• Monthly Technology Stipend
• Training Allowances
• Life and Disability Insurance
• Retirement Plans
• Virtual and In-Person Social Events
• Docker Swag
• Quarterly Hackathons- Development, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain experience strongly preferred
• Excellent communication, influence, and stakeholder management skills
• Strong experience running competitive PoCs/PoVs with clearly defined success and exit criteria
• Ability to engage credibly with senior technical and business stakeholders
• Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise sales
• Must be fluent in English
• Willingness to travel to customer sites up to 25%
• Solid understanding of cloud platforms (AWS, Azure, GCP), containers, DevOps, and modern application architectures
• Experience with Docker, container ecosystems, or adjacent technologies strongly preferred
• Love of developer tooling