Account Executive, Docker
Strategic
€209.6-262k
OTE
Salary in Euros and may vary in further locations+ Equity
More information about location
App development platform
Open for applications
App development platform
501-1000 employees
Open for applications
€209.6-262k
OTE
Salary in Euros and may vary in further locations+ Equity
More information about location
501-1000 employees
Company mission
To increase the time developers spend on innovation, and decrease the time they spend on everything else.
Role
Who you are
- 8-10 years experience selling to large, complex F500 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role
- Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level
- Experience delivering client-focused solutions to customer needs
- Proven ability to manage multiple account management projects at a time while maintaining sharp attention to detail
- Excellent listening, negotiation, and presentation abilities
- Strong verbal and written communication skills
- Above and beyond: Trained in Command of the Message and strong mastery of the MEDDPICC methodology
What the job involves
- The Account Executive, Strategic is responsible for developing strong relationships with customers across the UK and Ireland, connecting with key business executives and stakeholders, and preparing sales reports
- They will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs
- Success in an Account Executive Strategic role is measured not just by sales figures but by the depth of relationships built, the strategic value delivered to clients, and the positive impact on the company’s long-term growth
- Regular reviews against these expectations can help in identifying areas for improvement and adjusting strategies as necessary
- Account Management: Manage and develop client accounts in person to initiate and maintain favorable relationships with clients
- Business Development: Identify new business opportunities among existing customers, assigned accounts and assigned territories
- Solution Selling: Develop a thorough understanding of clients' needs and challenges, able to pitch the Docker value and help customers derive value metrics from proposed solutions
- Multithreading: Ability to engage with multiple stakeholders within each account, build engagement plans and coverage maps for such stakeholders while having the confidence to sell to the C-Suite
- Sales Targets: Achieve and exceed financial targets, including revenue and profitability goals
- Communication: Serve as the lead point of contact for all customer account management matters. Ensure timely and successful delivery of solutions according to customer needs and objectives
- Collaboration: Work closely while partnering with cross-functional teams (including marketing, product development, renewals and customer service) to ensure a cohesive and comprehensive approach to market
- Customer Success: Partnering with customers to publish customer stories where possible. Also ensuring that existing customers are seeing value from their investments in Docker, and helping brand new customers to onboard with Docker and sees through a successful implementation
- Reporting: Prepare timely and expected reports on account status and activities, including account plans and sales forecasts within Docker’s systems
- Market Insights: Stay up-to-date with new product launches and ensure sales team members are on board
- Feedback Loop: Relay client feedback regarding product service to the appropriate internal teams for quality service improvement
- First 30 Days:
- Understanding the Company and Product: Gain a deep understanding of the company's products or services, value proposition, and the competitive landscape. This includes completing all necessary onboarding training and familiarizing oneself with the company culture and processes
- Relationship Building: Begin to establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams. Understanding their roles and how they can contribute to the success of strategic accounts is crucial
- Client Familiarization: Start to get acquainted with the portfolio of strategic accounts, including reviewing account histories, previous interactions, and current contracts or agreements. Initial meetings with some key clients may also take place to introduce yourself as their new point of contact
- First 90 Days:
- Strategic Planning: Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives. This should be done in collaboration with clients and internal teams
- Performance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals. Begin tracking these metrics closely
- Sales and Negotiations: Start actively pursuing new business opportunities within strategic accounts, which may involve negotiating terms for contracts or renewals. Efforts to cross-sell or up-sell should also be underway
- Feedback Loop: Implement a process for regularly gathering and acting on client feedback to improve service delivery and client satisfaction
- One-Year Outlook:
- Achieving Sales Targets: By the one-year mark, you should have met or exceeded the initial sales targets set for your strategic accounts. This includes successfully closing new deals and expanding business within existing accounts
- Key Account Growth: Demonstrated growth in key accounts through increased engagement, higher revenue, and enhanced partnership levels. Your strategic planning and execution should result in tangible benefits for both the clients and your company
- Relationship Depth: At this point, you should have established deep, trust-based relationships with key stakeholders within each strategic account. You're seen as a strategic advisor rather than just a sales contact
- Process Improvements: Identification and implementation of process improvements based on lessons learned over the year to increase efficiency, customer satisfaction, and sales effectiveness
- Professional Development: Continued professional growth, possibly including leadership development, advanced sales strategies, and industry knowledge enhancement to better serve strategic accounts and contribute to the company's objectives
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 recent 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 is cited to fund hiring new talent, ramping up its business, and continuing to develop and refine its product. It's also embarked on a series of acquisitions to
Steph
Company Specialist at Welcome to the Jungle
Insights
47% employee growth in 12 months
Company
Funding (last 2 of 11 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $498m
Company benefits
- 100% company paid medical premiums for employees and dependents
- Flexible Time Off Policy
- “Whaleness” Days — At least 1 company wide day off per month
- Employer Paid Holidays
- Generous Maternity and Parental Leave
- 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
- Virtual Coffee with Co-Workers
Company HQ
China Basin, San Francisco, CA
Leadership
Scott Johnston
(CEO, not founder)Has been COO and CPO with Docker prior to CEO role. Before that was VP, Marketing & Product at Puppet and a Venture Partner at Alloy Ventures.
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