Principal Solutions Architect

Responsibilities

High priority customer technical leadership

• Work with Docker’s most important customers and cross functional Docker teams to accelerate the customer’s container and AI journeys, focusing on developer workflows

• Engage with customer teams and cross functional Docker teams to gather customer’s technical/business goals and challenges related to their container and AI journey.

• Create and manage engagement plans that span existing products and new Docker offerings to achieve critical business goals.

• Oversee “design partner” rapid prototyping engagements with Docker engineering and customer teams to validate customer-product fit for new use cases

• Work with Docker teams to create/manage/deliver custom demos and content aligned to customer use cases.

• Deliver high-impact enablement and best practices content to customer audiences from developer to C level.

• Ability to travel up to 50% domestically and internationally as a senior representative of Docker to prospective clients, customers, and technical alliance partners.

Docker field technical leadership (regional/area of responsibility)

• Be a thought leader for a particular area of responsibility both internal and external to Docker, working with fellow Dockhands to create/manage/deliver content

• Gather field feedback from customer teams and Docker pre and post sales teams

• Coordinate with Field CTO and other Solutions Architects to prioritize/contextualize/correlate field requests into a cohesive set of prioritized requests to the product/engineering teams.

• Work directly with Docker product/engineering teams on workflows and feature alignment to customer use cases prioritized by revenue impact.

• Be customer zero for new functionality produced by Docker product/engineering teams

• Give input on internal technical enablement and customer enablement needs, and review enablement content

• Assist the sales enablement team with internal technical enablement for new products and services.

Qualifications

• Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise environments.

• Excellent communication, influence, and stakeholder management skills.

• Experience in managing customer relationships at the technical and business level.

• Experience presenting solutions and demonstrations to small and large audiences, virtually and in person.

• Experience interfacing with internal product/software teams, including technical support, product, and engineering, to enhance documentation, enablement, and product features to improve customer experience and enablement.

• Experience developing application code, and a clear understanding of the challenges developers experience on a daily basis.

• Ability to solve technical problems and translate customer experience to actionable feedback for engineering.

• Experience developing collateral to assist customers with best-practice adoption.

• 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 Security experience strongly preferred.

• Must be fluent in English

• Willingness to travel up to 50% domestically and internationally as a senior representative of Docker to prospective clients, customers, and technical alliance partners.

What to expect

First 30 days

• You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program

• You will learn how to navigate through award-winning sales tools such as; Salesforce, Outreach, Sigma, and Opine.

• Actively engage with senior stakeholders, and manage relationships with clients

• You will work closely with your peers and shadow customer meetings to develop strategies to advocate for our customers.

• At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role.

First 60 days

• You will be laser-focused on supporting the sales and customer success teams during your second month.

• You will have connected with all of your team members.

• You will gain in-depth knowledge of Docker’s products and how they impact our customers.

• You will have an advanced understanding of tools, activities, and best practices to be successful in your role.

First 90 days

• In month three, you will be confident in your craft and ready to immerse yourself in our customer’s business needs fully.

• You will continue efforts to improve messaging, processes, and activities.

• Educate our clients about our product roadmap and undertake product training for users

• You will be ready to operate independently at full speed.