Senior Sales Engineer, Strategic

Responsibilities

Technical Selling & Deal Shaping

• Lead technical discovery to 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 proofs of concept (PoCs) and proofs of value (PoVs), including 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 the initial sale, ensuring outcomes are realized and supporting future sales motions.

Customer & Internal Advocacy

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

Competitive & Strategic Selling

• 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.

Requirements

• Proven experience as a Solutions Engineer, Sales Engineer, or Solution Architect in complex enterprise sales.
• Strong experience running competitive PoCs and PoVs with clearly defined success and exit criteria.
• Ability to engage credibly with senior technical and business stakeholders.
• Solid understanding of cloud platforms, containers, DevOps, and modern application architectures.
• Excellent communication, influence, and stakeholder-management skills.
• Full professional fluency in German and English.
• Willingness to travel to customer sites as required.

Nice-to-Haves

• Experience with Docker, container ecosystems, or adjacent technologies.
• Experience with development, agentic AI development, software development life cycle, or software supply chain technologies.

Compensation & Benefits

• EU compensation: €122.5K–€175K OTE plus equity.
• Home-office setup and a technology stipend equivalent to $100 USD net per month.
• Quarterly Whaleness Days and an end-of-year Whaleness break.
• 16 weeks of paid parental leave after six months of employment.
• PTO plan, training stipend, equity, Docker swag, and country-dependent medical benefits, retirement plans, and holidays.
• Remote-first culture with offices in Seattle and Paris.
• Docker does not offer visa sponsorship for this role.