Senior Solutions Engineer, Enterprise

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!

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 and

- 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.

RESPONSIBILITIES

Technical Selling & Deal Shaping:

- 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.

Technical Champion Ownership & Thought Leadership:

- 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.

Competitive & Strategic Selling:

- 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

QUALIFICATIONS

- 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 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 TO EXPECT

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, Sigma, 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 sales and customer success teams during your second month.

- You will have