Senior Sales Engineer, Strategic Accounts (US West Coast)

Responsibilities

Technical Selling and Deal Shaping

• 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.
• 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.

AI Governance and Security Thought Leadership

• 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.

Technical Champion Ownership and Thought Leadership

• 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.

Customer and Internal Advocacy

• 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.

Competitive and Strategic Selling

• Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the sales cycle.
• Partner with Sales to develop technical win strategies for strategic and competitive accounts.

Qualifications

• Proven experience as a Sales Engineer, Solutions 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.
• 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.
• Must be fluent in English.
• Excellent communication, influence, and stakeholder management skills.
• Willingness to travel to customer sites up to 25%.