Senior Solutions Engineer

Responsibilities

Partner Enablement and Channel Development

• Enable and co-sell with Docker’s channel partner ecosystem across India, including SIs, IT services companies, regional VARs, and hyperscaler partner teams.
• Run joint partner workshops, technical enablement sessions, and solution briefings.
• Support partner-led opportunities with architectural depth, PoC support, and competitive differentiation.
• Develop partner-ready technical assets, including demo environments, reference architectures, and enablement decks.
• Build relationships with SI, IT services, and reseller contacts.
• Support pipeline development across direct and partner-sourced opportunities.

Evangelism and Community Presence

• Build Docker’s technical presence across India’s developer and DevSecOps community.
• Speak at industry and partner conferences focused on DevSecOps, cloud-native technologies, and AI development.
• Produce technical content such as blog posts, how-to guides, and solution briefs.
• Represent Docker at meetups, developer days, and hackathons.

Strategic Customer Engagement

• Lead technical discovery with Platform Engineering, DevOps, Security, and AI teams.
• Assess AI governance, agentic development workflows, software supply chain risk, secure build pipelines, regulatory requirements, container security posture, and DevSecOps maturity.
• Design, position, and execute structured PoCs and PoVs with clear success criteria and executive-ready value summaries.
• Influence buying decisions through demos, workshops, architecture reviews, and technical executive briefings.
• Translate Docker’s AI security and governance capabilities into business value for CISOs, Heads of Platform Engineering, and AI leaders.
• Build relationships with technical champions across Security, DevOps, Platform, and AI teams.
• Support renewal and expansion motions through continued engagement with key accounts.

AI Solutions Advocacy

• Position and demonstrate Docker’s AI portfolio, including Docker MCP Gateway, Docker AI Governance, Docker Hardened Images, and Docker Sandbox.
• Guide customers in implementing AI governance controls across their SDLC, especially in agentic development environments.
• Act as a subject matter expert on secure software supply chains, container security, and AI security trends.
• Provide architectural guidance on policy-as-code enforcement, identity and access governance for AI workloads, and SBOM visibility.
• Develop reusable workshops, demos, and reference architectures.
• Advocate for India customer and partner needs with Product and Engineering.

Requirements

• Proven experience as a Sales Engineer, Solutions Engineer, Solution Architect, or Developer Advocate in a technical sales or community-facing role.
• Familiarity with AI security, AI governance frameworks, or secure software supply chain practices.
• Solid understanding of containers, DevOps, cloud platforms, and modern application architectures.
• Ability to operate across enterprise customer engagements and developer community contexts.
• Strong communication and influencing skills with technical and business stakeholders.
• Experience with partner or channel selling motions, co-selling, or partner enablement programs.
• Familiarity with India’s enterprise technology landscape, including IT services companies, large SIs, and startups or scale-ups.
• Willingness to travel across India, with occasional travel to Southeast Asia, primarily Singapore.

Nice to Haves

• Experience with Docker, container ecosystems, or adjacent technologies.
• Public speaking, developer advocacy, conference presenting, or technical content creation experience.
• Familiarity with agentic AI development, MCP tooling, or AI governance frameworks.
• Experience running competitive PoCs or PoVs with defined success and exit criteria.
• Understanding of India-specific compliance requirements, including the DPDP Act, CERT-In, RBI, and MeitY.
• Familiarity with India’s IT services and SI ecosystem.

Compensation and Benefits

• Compensation and benefits information was not provided in the posting.