Senior Sales Engineer, Strategic

DevSecOps best practicesAt Docker, we make app development easier so developers can focus on what matters.
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Full professional fluency in French and English is mandatoryWe are seeking a highly consultative, commercially minded
Senior Sales 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 and Deal ShapingTechnical Champion Ownership and Thought LeadershipCustomer and Internal AdvocacyCompetitive and Strategic SellingThis 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 and Deal Shaping
Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand:
AI governance requirementsSoftware supply chain risk postureRegulatory 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 enforcementImage and artifact integritySBOM visibilityAI workload governance controlsSecure 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.AI Governance and Security Thought Leadership
Establish credibility as a trusted advisor on:
Responsible AI development practicesSecure AI model lifecycle managementSoftware supply chain integrityContainer and artifact securityDevSecOps best practices
Guide customers in implementing governance controls across AI‐enabled SDLC workflows.Provide architectural guidance for:
Agentic AI development environmentsPolicy‐as‐code enforcementIdentity and access governance for AI workloads
Act as a subject matter expert on secure software supply chain and AI security trends in customer‐facing engagements.Technical Champion Ownership And Thought Leadership
Build, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams.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 And 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 And Strategic Selling
Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the sales cycle.Partner with Sales to develop technical win strategies for strategic and competitive accounts.Qualifications
Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise sales.Full professional fluency in French and English is mandatoryStrong 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.Excelle