# Senior Sales Engineer, Strategic Accounts (US West Coast)
**Company:** [Docker](https://hotfix.jobs/companies/docker)
**Location:** Remote
**Salary:** $195K-$244K
**Skills:** Docker, AWS, Azure, GCP, Containers, DevOps, Kubernetes, DevSecOps, Poc, Sbom, Policy-As-Code, Ai Governance
**Posted:** 2026-02-24
> Senior Sales Engineer supports strategic accounts through technical pre-sales, leading discovery, PoCs, and demos on Docker's AI governance, container security, and supply chain solutions. Partners with sales to shape deals and build technical champion relationships, requiring deep expertise in cloud, DevOps, and security.
## Job Description
## 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%.
**Apply:** https://hotfix.jobs/jobs/senior-sales-engineer-strategic-accounts-us-west-coast-at-docker-dd9bd135-5917-4ab6-8bd5-7cc898dfaec4
**Canonical:** https://hotfix.jobs/jobs/senior-sales-engineer-strategic-accounts-us-west-coast-at-docker-dd9bd135-5917-4ab6-8bd5-7cc898dfaec4