Solutions Engineer (Channels / Alliance Partners)

Salary: $245K OTE Offers Equity

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps. We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year. Join us for a whale of a ride!
About the Role

In this role, you will be the key technical advisor to the channel and alliances sales team, working very closely with the product management and engineering teams. You will also serve as a vital product advocate in front of Dockers existing and prospective partners and alliances.

As part of the Solutions Engineering Organization, you will develop expert knowledge and proficiency in our offerings and be a subject matter expert in one of the most important technologies in our industry today. You will be a key technical advisor, educator, and enabler for our partners.

What Youll Do:

  • Collaborate with channel partners to understand their business needs and technical requirements.

  • Deliver customized product demonstrations and technical presentations to partners and their end customers.

  • Assist in the development and refinement of product offerings by providing feedback to the product development team based on partner input and market needs.

  • Facilitate technical training and ongoing support for channel partners, ensuring they are equipped to sell and support the products effectively.

  • Support channel partners in responding to RFPs, RFIs, and other technical queries.

  • Participate in sales strategy planning and execution to ensure alignment with partner goals and objectives.

  • Maintain a deep understanding of industry trends, competitive landscapes, and product developments.

  • Act as the primary technical liaison between the company and channel partners.


  • 5+ years of experience with technical sales of distributed systems, and infrastructure software like databases, message queues, SaaS, or Big Data products.

  • Experience with building out enablement and certification processes for partner programs is a plus.

  • Operational experience with a Docker-based container platform.

  • Familiarity with Developer tools, including CI and CD pipelines.

  • Familiarity with cloud technologies – Any of the 3 major cloud vendors & cloud-native apps is nice to have

  • Development experience is a plus (scripting, application development, etc.).

  • Familiarity with Linux Operating systems.

  • Exceptional communication capabilities include a presentation style that addresses a highly skilled and experienced audience, including enterprise architects and C-level executives.

  • Passion for learning new technologies and a desire to tackle hard technical problems,

  • Strong perspective rooted in past experience, paired with the willingness to listen carefully, explore new ideas, and coach.

  • Previous experience building solutions with Docker, Kubernetes, etc is preferred.

  • Must be willing to travel to partners to foster effective sales relationships.

  • CS degree a plus

About the Team:

Unified From Afar: At Docker, our Sales Engineering team embraces the future of work by operating remotely. But don’t mistake distance for detachment. We are closely knit, collaborating seamlessly across time zones and digital spaces to offer our customers the best pre-sales experience. Our virtual watercooler moments ensure we remain in contact, and our diverse geographical locations only enrich the breadth of experiences and insights we bring to the table.

Sharing Is Caring: Every member of our team is a reservoir of knowledge, but what makes us truly special is our innate willingness to share that expertise. We believe that when one of us wins, we all win. By openly exchanging ideas, strategies, and insights, we ensure that our collective wisdom grows, allowing us to offer unmatched solutions to our clients.

Never Stop Learning: While each of us comes with a wealth of knowledge, we recognize the infinite value of learning from one another. Every interaction is an opportunity to grow, and we foster an environment where questions are celebrated, and curiosity is rewarded. Our team is a melting pot of experiences, and there’s always something new to learn from each other.

Customer Success is Our North Star: We’re not just sales engineers; we’re advocates for our customers’ success. Our enthusiasm isn’t just about closing deals; it’s about witnessing our clients thrive with the solutions we provide. Every interaction is guided by a genuine desire to outline their goals, ensuring we deliver solutions that propel them towards success.

Join us, and be part of a team where distance does not deter unity, where your expertise is valued and amplified, and where every customer interaction is an opportunity to make a positive, lasting impact.

What to expect in the first 30 days:

  • Learn what makes Docker unique – its culture, virtues, and team – through our onboarding program

  • Meet Dockhands from across Docker and build a network that will help you on our journey.

  • Extending your current knowledge of Dockers products with 101 – 401 level enablement on our technology and messaging

  • Start to shadow team members on customer engagements of every kind

What to expect in the first 90 days:

  • Begin to develop relationships and deepen knowledge of key customers

  • Refine proficiency in demonstrating some of Dockers commercial features

  • Engage customers directly – discovery sessions, demos and presentations, and account-level events

  • Establish a career plan to focus your development and growth at Docker

  • Youll ask yourself why you ever worked anywhere else

What to expect in the first year:

  • Support investing in you, through certifications on Docker, Cloud providers, and other technologies to help further your career

  • Make contributions to the assets and tooling used by your peers

  • Attend in-person conferences for both our customers and other technologies that you want to learn more about

Perks (for Full Time Employees)

  • Freedom & flexibility; fit your work around your life

  • 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

  • Quarterly, company-wide hackathons

  • 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

Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.

Due to the remote nature of this role, we are unable to provide visa sponsorship.