Docker 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. We 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. We 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 Shaping, - Technical Champion Ownership and Thought Leadership, - Customer and Internal Advocacy and - Competitive and 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 and Deal Shaping - 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. AI Governance and Security Thought Leadership - 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 - 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 f

Senior Sales Engineer, Strategic Accounts (US West Coast)

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