Senior Solutions Engineer, Enterprise (US West/Central)

Docker

5d • Remote

About The Position

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 Senior Solutions Engineer to support our Enterprise and Mid-market 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.

Requirements

• 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, DevOps, and modern application architectures.
• Have a start-up mindset, agility to adapt to rapid product evolutions and react with urgency to solve new challenges for customers
• Excellent communication, influence, and stakeholder management skills.
• Willingness to travel to customer sites as required.

Nice To Haves

• 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.
• Experience executing sales strategies & sales methodologies like MEDDIC, Challenger Sale, and Command of the Message preferred.

Responsibilities

• 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.
• 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.
• 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.
• 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

Benefits

• Freedom & flexibility; fit your work around your life
• Designated quarterly Whaleness Days plus end of year Whaleness break
• Home office setup; we want you comfortable while you work
• 16 weeks of paid Parental leave
• Technology stipend equivalent to $100 net/month
• PTO plan that encourages you to take time to do the things you enjoy
• Training stipend for conferences, courses and classes
• Equity; we are a growing start-up and want all employees to have a share in the success of the company
• Docker Swag
• Medical benefits, retirement and holidays vary by country
• Remote-first culture, with offices in Seattle and Paris

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed