Customer Solutions Architect specializing in telecommunications solutions for TELUS. Driving customer success through integrated data, voice, mobility, and IoT solutions while partnering closely with Sales Executives.
About the role
- Senior Sales Engineer supporting strategic accounts at Docker. Leading technical discovery and influencing AI governance and security solutions in a remote-first environment.
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
- Act as a subject matter expert on secure software supply chain and AI security trends in customer-facing engagements.
- 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.
- 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.
- 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.
Requirements
- Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise sales.
- 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.
- Must be fluent in English
- 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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