Director, Solutions Engineering

Docker·EnglandRemotelead

In short

→Liderazgo de un equipo remoto de ingeniería de soluciones en EMEA enfocado en gobernanza de IA.
→Responsabilidad diaria: impulsar ventas técnicas, desarrollar al equipo y alinear producto con clientes clave en entornos empresariales.
→Lo destacado: ser el eje central de una área de rápido crecimiento con foco en AI Governance, donde el cambio de producto y mercado es constante.

Experiencia previa trabajando con equipos y clientes internacionales en entornos multiling

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What they ask for

✓Experiencia demostrable liderando equipos de ingeniería de soluciones en empresas B2B de tecnología.
✓Dominio técnico de contenedores, DevSecOps, e integración con IA en entornos empresariales.
✓Capacidad comprobada para escalar equipos de SE en entornos de crecimiento rápido.
✓Habilidades avanzadas de venta técnica y gestión de oportunidades complejas en cuentas grandes.
✓Experiencia en colaboración con producto, ingeniería y ventas para traducir necesidades del cliente en prioridades de producto.
✓Capacidad para establecer procesos repetibles de descubrimiento, diseño de solución y pruebas de valor.

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Docker DesktopDocker HubDocker ScoutAI GovernanceSandboxesDocker Hardened ImageMCP CatalogRuntime Container SecurityProof-of-Value (PoV)Customer Engineering

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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. As Docker scales its EMEA business, we're seeking an experienced Director of Solutions Engineering to build and lead a world-class SE team across EMEA, with AI Governance as the top priority. AI Governance is the fastest-growing part of our EMEA business and one of the fastest-moving segments in enterprise software: customer requirements evolve rapidly, the competitive landscape is intensely dynamic, and Docker ships new product capabilities at pace to stay ahead of both. This role keeps a fast-scaling team ahead of all three. ABOUT THE ROLE As Director of Solutions Engineering for EMEA, you will lead a high-performing, fully remote pre-sales organization of 6 SEs, nearly doubling by end of fiscal year, responsible for technical alignment and customer success across Docker's largest accounts in the region. You will partner directly with EMEA Sales Directors as a peer to align SE coverage with a fast-growing book of business, and collaborate closely with Sales, Product, and Engineering to turn rapid change into consistent technical wins and clear business value. RESPONSIBILITIES DRIVE THE AI GOVERNANCE MOTION AS A TOP PRIORITY - Make it the team's number-one focus, owning the technical win on Docker's largest AI Governance opportunities across EMEA. - Keep the team ahead of a fast-moving segment where customer requirements, Docker's products, and the competitive landscape are all changing constantly, and translate that change into current demos, proofs-of-value, and sales plays. - Partner with Product and Engineering to feed AI Governance customer requirements into roadmap and prioritization, and to get the team early access to new releases. SCALE AND DEVELOP THE TEAM - Hire, onboard, and ramp SEs quickly to meet AI Governance pipeline demand. - Build and maintain SE enablement programs and learning paths that make new hires productive fast and keep the team current as products and use cases evolve. - Operate as a player/coach, running the full management cadence (1:1s, pipeline syncs, QBRs, enablement) while staying close to the technical win on marquee accounts. - Balance SE coverage and workload across a growing roster of Account Executives so the highest-value opportunities are well supported. TECHNICAL SALES & CUSTOMER SUCCESS - Partner with the EMEA Sales organization to drive technical closure, guiding discovery, solution design, and proof-of-value to achieve customer success and sales goals. - Own the technical-win motion on Docker's largest accounts, including AI Governance, Sandboxes, Docker Hardened Image, MCP Catalog, and runtime container security. - Establish repeatable processes for discovery, solution design, and proof validation that highlight Docker's differentiated value. OPERATIONAL EXCELLENCE & CROSS-FUNCTIONAL LEADERSHIP - Define metrics, performance standards, and success measures for technical sales excellence, and manage to them. - Partner with Sales leadership on capacity planning, team design, and headcount to support a rapidly growing team. - Contribute to the SE career framework and broader Customer Engineering enablement initiatives. - Coach, mentor, and empower your team to engage effectively with enterprise customers and communicate

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