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 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

• 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 accounts.

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.

• 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.

• Must be fluent in English, Spanish and Portuguese

• 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, SalesForce, Looker, and Docker.

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