Senior Sales Engineer, Strategic Accounts (US West Coast)

We are seeking a highly consultative, commercially minded Senior Sales Engineer to support our most strategic 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

This role reports to the Director of Solutions Engineering and operates at the intersection of technical depth, business acumen, and competitive selling discipline.

- Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand:

- Regulatory and compliance drivers (e.g., NIST AI Risk Management Framework, EU AI Act.)

- 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:

- 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.

- Guide customers in implementing governance controls across AI-enabled SDLC workflows.

- Act as a subject matter expert on secure software supply chain and AI security trends in customer-facing engagements.

- 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.

- 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 sales cycle.

- Partner with Sales to develop technical win strategies for strategic and competitive accounts.

- 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.

- Excellent communication, influence, and stakeholder management skills.

- You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program working with an onboarding peer

- You will learn how to navigate through award-winning sales tools such as: Salesforce, Opine, Sigma, and Docker.

- Actively engage with senior stakeholders, and manage relationships with clients

- You will work closely with your peers and partner with SEs 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.

- You will be laser-focused on supporting the sales teams during your second month.

- 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.

- 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