Senior Solutions Engineer, Docker
Enterprise
$195.2-244k
OTE
+ Equity
More information about location
App development platform
Job no longer available
App development platform
1001+ employees
Job no longer available
$195.2-244k
OTE
+ Equity
More information about location
1001+ employees
Company mission
To simplify the lives of developers building world-changing apps.
Role
Who you are
- Proven experience as a Solutions Engineer, Sales 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
- Have a start-up mindset, agility to adapt to rapid product evolutions and react with urgency to solve new challenges for customers
- Experience with Docker, container ecosystems, or adjacent technologies strongly preferred
- Development, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain Experience experience strongly preferred
- Experience executing sales strategies & sales methodologies like MEDDIC, Challenger Sale, and Command of the Message preferred
- Excellent communication, influence, and stakeholder management skills
- Willingness to travel to customer sites as required
What the job involves
- We are seeking a highly consultative, commercially minded Senior Solutions Engineer to support our Enterprise and Mid-market accounts. This role is a critical technical seller position, owning pre-sales technical strategy, shaping customer requirements early, and influencing outcomes in complex, competitive sales cycles
- You will act as a trusted technical advisor and champion owner, partnering closely with Account Executives, Post Sales, and Product teams to drive measurable business and technical value through:
- Technical Selling & Deal Shaping
- Technical Champion Ownership & Thought Leadership
- Customer & Internal Advocacy
- Competitive & Strategic Selling
- This role reports to the Director of Solutions Engineering and operates at the intersection of technical depth, business acumen, and competitive selling discipline
- Lead technical discovery to deeply 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 PoCs and PoVs, including defining 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
- 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 initial sale ensuring outcomes are realized and leveraging insights to support future sales motions
- Customer & 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
- Actively 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
- First 30 days:
- You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program
- You will learn how to navigate through award-winning sales tools such as; Salesforce, Outreach, SalesForce, Looker, and Docker
- Actively engage with senior stakeholders, and manage relationships with clients
- You will work closely with your peers and partner with CSMs to develop strategies to advocate for our customers
- At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role
- First 60 days:
- You will be laser-focused on supporting the CS Team during your second month
- You will have connected with all of your Team members
- You will gain in-depth knowledge of Docker’s products and how they impact our customers
- You will have an advanced understanding of tools, activities, and best practices to be successful in your role
- First 90 days:
- In month three, you will be confident in your craft and ready to immerse yourself in our customer’s business needs fully
- You will continue efforts to improve messaging, processes, and activities
- Educate our clients about our product roadmap and undertake product training for users
- You will be ready to operate independently at full speed
Our take
Docker supplies a hub and desktop solution to simplify the workflow of app development teams. Originally known for popularising the idea of containerising software, it saw itself outpaced by Kubernetes. However, the company has identified a problem with the growing complexity of containerisation, with some apps consisting of dozens or even hundreds of containers - which is what it now addresses.
Docker has had a difficult time in the past, with 2019 seeing it sell off its enterprise business, reduce its workforce by hundreds, and change its leadership team. As a well known brand and ecosystem for containerisation, however, it aims to lure developers back to its product as well as to take advantage of the growing global demand for app development.
Returning to focus on developers rather than large companies was certainly a gamble, but one that seems to have paid off. The company has returned to profitability and raised Series C funding in 2022, which has been used to hire new talent, ramping up its business, and continuing to develop and refine its product. On top of this bounce back to success, it's also embarked on a series of acquisitions to bolster its business.
Steph
Company Specialist at Welcome to the Jungle
Insights
47% employee growth in 12 months
Company
Funding (last 2 of 13 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $526m
Company benefits
- 100% company paid medical premiums for employees and dependents
- Flexible Time Off Policy
- Employer Paid Holidays
- Generous Parental Leave (after 6 months of employment)
- Home Office Set Up Budget
- Monthly Technology Stipend
- Training Allowances
- Life and Disability Insurance
- Retirement Plans
- Virtual and In-Person Social Events
- Docker Swag
- Quarterly Hackathons
Company HQ
China Basin, San Francisco, CA
Leadership
Don Johnson
(CEO)Prior to joining Docker in 2025, Don spent nearly 9 years at Oracle in various Engineering/VP roles. Before that, they spent over 7 years at Amazon as a Software Development Engineer and Principal Engineer.
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