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Salary: EUR 141,400 - 202,000 / annual
Docker is seeking a Staff Sales Engineer for EMEA to serve as a trusted technical advisor and champion owner for strategic accounts. You will partner closely with Account Executives, Post Sales, and Product teams to drive measurable business and technical value at the intersection of AI, security, and software delivery.
Key responsibilities include:
**Technical Selling and Deal Shaping:** Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand AI governance requirements for agentic development, software supply chain risk posture, regulatory drivers (EU AI Act, NIST AI Risk Management Framework), and secure development lifecycle requirements. Shape technical requirements early in the sales cycle and design, position, and execute structured PoCs/PoVs focused on sandbox enforcement, image integrity, software supply chain visibility, agent governance, and secure build pipelines. Influence decision-making through demos, workshops, architecture reviews, and executive briefings.
**AI Governance and Security Thought Leadership:** Establish credibility as a trusted advisor on responsible AI development, secure AI model lifecycle management, software supply chain integrity (SLSA provenance, SBOMs, verified base images), container security, and DevSecOps. Provide architectural guidance for agentic AI development environments, policy-as-code enforcement, MCP tool governance, identity and access governance for AI workloads, and audit/logging visibility. Act as a subject matter expert on secure software supply chain and AI security trends.
**Technical Champion Ownership:** Build and expand relationships with technical champions across Security, DevOps, Platform, and AI teams. Establish credibility through technical thought leadership and architectural guidance. Leverage champion relationships to influence broader buying groups, shape requirements, and uncover cross-sell opportunities. Maintain engagement beyond initial sale to ensure outcomes are realized.
**Customer and Internal Advocacy:** Advocate for customer needs with Product and Engineering. Coordinate with Post Sales and Support for continuity across the customer lifecycle. Develop reusable technical assets (workshops, demos, reference architectures, enablement content) to scale impact.
**Competitive and Strategic Selling:** Support competitive sales motions by identifying differentiation and influencing evaluation criteria. Partner with Sales to develop technical win strategies for strategic and competitive accounts.
You will report to Solutions Engineering leadership and operate at the intersection of technical depth, business acumen, and competitive selling discipline. Travel to customer sites up to 25% is expected.
**Requirements:**
- Experience as a Sales Engineer, Solutions Engineer, or Solutions 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, including security and platform leadership
- 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 development, software development lifecycle, and/or software supply chain experience strongly preferred
- Familiarity with AI governance, secure software supply chain (SLSA, SBOMs), MCP or agentic tooling, and DevSecOps practices strongly preferred
- Fluency in English required
- Excellent communication, influence, and stakeholder management skills
- Willingness to travel to customer sites up to 25%
