Strategic Account Manager, Department of Defense and Federal Systems Integrator

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps.  We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year.  Join us for a whale of a ride!

Docker is seeking a results-oriented Account Executive, Strategic. The ideal candidate will be a self-starter with a proven track record of success selling to strategic level accounts. 

In this role, you can expect to:

• Achieve monthly and quarterly sales targets quotas of sourced qualified opportunities and closed business

• Accurately forecast business on a monthly and quarterly cadence

• Spearhead the growth & adoption of Docker within our existing user base

• Establish and maintain active engagement with clients that demonstrate usage patterns that indicate a propensity to acquire our commercial offering 

• Respond to and qualify incoming inquiries regarding interest in Docker products

• Craft a great first impression to our prospects and customers by adding value during every customer touchpoint

• Partner with cross-functional teams to share customer feedback

• Engage in team development and mentoring

You may be a good fit for our team if you have:

• 5 + year(s) of work experience; software sales experience selling to Department of Defense and/or Federal Systems Integrators

• Experience working with Federal software distributors and/or resellers

• Familiarity working with GWACS

• Experience leveraging MEDDPICC for larger or complex deals

• A demonstrated track record of success 

• Experience working with a technical product or the aptitude to quickly learn complex technical concepts

• Experience with Open Source Software business models is preferred but not required

• Experience with all aspects of B2B technology sales aspects, including pre-call planning, opportunity qualification, objection handling, and closing opportunities

• The ability to structure, control, and lead calls

• High integrity and a team-first mentality

• Positive and upbeat phone skills, excellent listening skills, and strong writing skills

• Sales training and Salesforce experience a plus

• 4-year college degree or equivalent experience preferred

In your 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, LeadIQ, Outreach, Sales Navigator, and Docker

• You will begin core AE functions; prospecting, lead qualification, discovery meetings, Account Management/Introductions, Salesforce hygiene, and pipeline management.

• You will work closely with your manager, shadow your peers, and partner with your BDR to develop prospecting strategies unique to your territory

• 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

In Your First 60 Days:

• During your second month, you will be laser-focused on Account Management, Opportunity Generation, identify target accounts and prospecting strategies in your territory

• You will have connected with all of your primary customer accounts (both net-new opportunities in flight and available renewals)

• Build prospecting lists for target accounts, understanding key decision-makers and then reach out to them using all communication channels (cold call, email, chat, and social media)

• You will comprehend and maintain in-depth knowledge of Docker’s products and have a great pitch

• Adhere to team KPI metrics and prospecting standards

• You will have an advanced understanding of tools, activities, and best practices to be successful in the AE role

• You will ideally be able to close your first transaction

By 90 Days:

• In month three, you will be confident in your craft and ready to fully immerse yourself in your day job

• You will continue efforts to improve messaging, processes, and daily activities

• You will be an accomplished seller of Docker products with multiple transactions (renewals, upsell, net-new) under your belt

• You will be ready to independently operate at full speed

Perks: