h3About Docker /h3 pDocker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout. /p h3About Docker /h3 pDocker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout. /p pWe are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default. /p pFull Fluency in German and English is mandatory for the role. /p pWe 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. /p pYou 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 /p ul liTechnical Selling Deal Shaping, /li liTechnical Champion Ownership Thought Leadership, /li liCustomer Internal Advocacy and /li liCompetitive Strategic Selling /li /ul pThis role reports to the Director of Solutions Engineering and operates at the intersection of technical depth, business acumen, and competitive selling discipline. /p h3Responsibilities /h3 h3Technical Selling Deal Shaping: /h3 ul liLead technical discovery to deeply understand customer business objectives, constraints, success criteria, and buying drivers. /li liShape technical requirements early in the sales cycle to align customer outcomes with Docker's differentiated value. /li liDesign, position, and execute structured PoCs and PoVs, including defining success criteria, evaluation plans, and exit strategies. /li liInfluence customer decision-making through workshops, whiteboarding sessions, and technical executive briefings. /li liTranslate complex technical capabilities into clear business value narratives. /li /ul h3Technical Champion Ownership Thought Leadership /h3 ul liBuild, own, and expand relationships with customer technical champions and influencers.



/li liEstablish credibility as a trusted advisor through technical thought leadership, architectural guidance, and industry best practices. /li liLeverage champion relationships to influence broader buying groups, shape requirements, and uncover cross-sell and expansion opportunities. /li liMaintain engagement beyond initial sale ensuring outcomes are realized and leveraging insights to support future sales motions. /li /ul h3Customer Internal Advocacy /h3 ul liAdvocate for customer needs with Product and Engineering, providing clear, actionable feedback informed by field experience. /li liCoordinate with Post Sales and Support resources to ensure continuity across the customer lifecycle. /li liDevelop reusable technical assets (workshops, demos, reference architectures, enablement content) to scale impact across accounts. /li /ul h3Competitive Strategic Selling /h3 ul liActively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the cycle. /li liPartner with Sales to develop technical win strategies for strategic and competitive accounts. /li /ul h3Qualifications /h3 ul liProven experience as a Solutions Engineer, Sales Engineer, or Solution Architect in complex enterprise sales. /li liStrong experience running competitive PoCs/PoVs with clearly defined success and exit criteria. /li liAbility to engage credibly with senior technical and business stakeholders. /li liSolid understanding of cloud platforms (AWS, Azure, GCP), containers, DevOps, and modern application architectures. /li liExperience with Docker, container ecosystems, or adjacent technologies strongly preferred. /li liDevelopment, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain Experience experience strongly preferred. /li liExcellent communication, influence, and stakeholder management skills. /li liWillingness to travel to customer sites as required. /li liFull professional fluency in German and English is mandatory /li /ul h3What to expect /h3 h3First 30 days /h3 ul liYou will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program /li liYou will learn how to navigate through award-winning sales tools such as; Salesforce, Outreach, SalesForce, Looker, and Docker. /li liActively engage with senior stakeholders,



and manage relationships with clients /li liYou will work closely with your peers and partner with CSMs to develop strategies to advocate for our customers. /li liAt the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role. /li /ul h3First 60 days /h3 ul liYou will be laser-focused on supporting the CS Team during your second month. /li liYou will have connected with all of your Team members. /li liYou will gain in-depth knowledge of Docker’s products and how they impact our customers. /li liYou will have an advanced understanding of tools, activities, and best practices to be successful in your role. /li /ul h3First 90 days /h3 ul liIn month three, you will be confident in your craft and ready to immerse yourself in our customer’s business needs fully. /li liYou will continue efforts to improve messaging, processes, and activities. /li liEducate our clients about our product roadmap and undertake product training for users /li liYou will be ready to operate independently at full speed. /li /ul pDocker does not offer visa sponsorship for this role. /p h3Compensation Equity /h3 pbEU: /b €122.5K - €175K OTE + equity /p h3Posting Information /h3 ul liOpen vacancy: This posting is for an existing open role. /li liAI in hiring: Docker may use AI-assisted tools during our recruiting process. /li liInterview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent. /li /ul h3Perks Benefits /h3 ul liRemote-first by design - Work from your home, with offices in Seattle and Paris for connection and collaboration. /li liFlexibility that fits your life - We trust you to manage your schedule while delivering great work. /li liTime to recharge - Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break. /li liHome office support - Set up your workspace for comfort and success. /li liTechnology stipend - Equivalent to US$100 net per month to help support your work. /li liLearning development - Annual stipend for conferences, courses, certifications, and continued learning. /li liParental leave - 16 weeks of paid parental leave after six months of employment. /li liEquity for all full-time employees - Share in Docker's long-term success as we continue to grow. /li liComprehensive benefits - Medical, retirement, and paid holidays vary by country. /li liDocker swag - Because representing the whale never gets old. /li /ul pDocker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community. /p #J-18808-Ljbffr

📌 Senior Sales Engineer, Strategic (EMEA - German + English) (Italia)
🏢 Docker
📍 Italia