# Senior Sales Engineer, Strategic

**Company:** [Docker](https://hotfix.jobs/companies/docker)
**Location:** Remote
**Role:** Sales Engineering
**Salary:** €123k – €175k/yr
**Experience:** 5+ years
**Skills:** AWS, Microsoft Azure, GCP, Docker, Containers, DevOps, Pocs, Povs, Cloud Platforms, Modern Application Architectures, Agentic AI, Software Development Lifecycle, Software Supply Chain, Salesforce
**Posted:** 2026-03-03

> Leads technical strategy for strategic enterprise sales, shaping requirements, running competitive PoCs and PoVs, and advising senior stakeholders. The role requires enterprise pre-sales experience, strong cloud and container knowledge, and full professional fluency in German and English.

## Job Description

## 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.

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