Senior Sales Engineer, Strategic – EMEA
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Job Description
Senior Sales Engineer at Docker driving technical sales strategy across EMEA for innovative software solutions. Partnering with teams to align customer outcomes and drive value through advanced technologies.
Responsibilities:
- Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand:
- AI governance requirements
- Software supply chain risk posture
- Regulatory and compliance drivers (e.g., NIST AI Risk Management Framework, EU AI Act.)
- Secure development lifecycle requirements
- 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:
- Policy enforcement
- Image and artifact integrity
- SBOM visibility
- AI workload governance controls
- Secure build pipelines
- 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.
- Establish credibility as a trusted advisor on:
- Responsible AI development practices
- Secure AI model lifecycle management
- Software supply chain integrity
- Container and artifact security
- DevSecOps best practices
- Guide customers in implementing governance controls across AI-enabled SDLC workflows.
- Provide architectural guidance for:
- Agentic AI development environments
- Policy-as-code enforcement
- Identity and access governance for AI workloads
- Build, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams.
- Advocate for customer needs with Product and Engineering, providing clear, actionable feedback informed by field experience.
- Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the sales cycle.
Requirements:
- Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise sales.
- Full professional fluency in French and English is mandatory
- 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.
- Willingness to travel to customer sites up to 25%.
Benefits:
- Freedom & flexibility; fit your work around your life
- Designated quarterly Whaleness Days plus end of year Whaleness break
- Home office setup; we want you comfortable while you work
- 16 weeks of paid Parental leave
- Technology stipend equivalent to $100 net/month
- PTO plan that encourages you to take time to do the things you enjoy
- Training stipend for conferences, courses and classes
- Equity; we are a growing start-up and want all employees to have a share in the success of the company
- Docker Swag
- Medical benefits, retirement and holidays vary by country
- Remote-first culture, with offices in Seattle and Paris
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