Staff Solutions Engineer

This is a fully remote position, open to applicants in India.

📋 Description

• Collaborate and co-sell with Docker's channel partner ecosystem to provide technical support across India's varied partner landscape, which includes large SIs, IT services companies, regional VARs, and hyperscaler partner teams.

• Conduct joint partner workshops, technical enablement sessions, and solution briefings to enhance partner SE capabilities.

• Assist partner-led opportunities with in-depth architectural insights, PoC support, and competitive differentiation.

• Create and sustain partner-ready technical resources such as demo environments, reference architectures, and enablement presentations.

• Establish strong working relationships with key SI, IT services, and reseller contacts within India's channel ecosystem, as these organizations frequently represent both partner and customer opportunities.

• Aid in pipeline development for both direct and partner-sourced opportunities.

• Enhance Docker's technical visibility within India's developer and DevSecOps community, covering major tech hubs like Bangalore, Hyderabad, Pune, Delhi NCR, and Mumbai.

• Present at industry and partner-organized conferences, including those focused on India's burgeoning DevSecOps, cloud-native, and AI developer sectors.

• Generate technical content, including blog posts, how-to guides, and solution briefs, that fills gaps in Docker documentation and resonates with the Indian developer community.

• Represent Docker at meetups, developer days, and hackathons to foster awareness and generate top-of-funnel interest.

• Conduct in-depth technical discovery across Platform Engineering, DevOps, Security, and AI teams at strategic accounts to understand:

• AI governance requirements and agentic development workflows.

• Software supply chain risk and secure build pipeline necessities.

• Regulatory and compliance considerations pertinent to the Indian market (including DPDP Act, CERT-In, RBI circulars for BFSI, SEBI for capital markets, and MeitY requirements for the public sector).

• The state of container security posture and DevSecOps maturity.

• Design, position, and execute structured PoCs/PoVs with well-defined success criteria and executive-ready value summaries.

• Influence purchasing decisions via demos, workshops, architecture reviews, and technical executive briefings.

• Articulate Docker's AI security and governance capabilities into business value narratives for CISOs, Heads of Platform Engineering, and AI leaders.

• Build and sustain relationships with technical champions across Security, DevOps, Platform, and AI teams at key accounts.

• Facilitate renewal and expansion efforts by maintaining engagement beyond the initial sale with key accounts.

• Position and showcase Docker's AI portfolio as the governance and security layer for modern AI-native development:

• Guide customers in implementing AI governance controls within their SDLC, with a focus on securing agentic development environments.

• Serve as a subject matter expert on secure software supply chains, container security, and trends in AI security during customer-facing and community engagements.

• Provide architectural guidance on policy-as-code enforcement, identity and access governance for AI workloads, and SBOM visibility.

• Create reusable technical resources — workshops, demos, and reference architectures — to amplify impact across both channel and direct accounts.

• Advocate for the needs of India customers and partners with Product and Engineering, offering structured feedback based on field experiences.

⛳️ Requirements

• Demonstrated experience as a Sales Engineer, Solutions Engineer, Solution Architect, or Developer Advocate in a technical sales or community-facing capacity.

• Familiarity with AI security, AI governance frameworks, or secure software supply chain practices; direct experience with agentic AI development workflows is an advantage.

• Strong understanding of containers, DevOps, cloud platforms (AWS, Azure, GCP), and modern application architectures.

• Comfortable navigating both enterprise customer interactions and developer community environments.

• Excellent communication and influencing abilities with technical and business stakeholders.

• Experience with partner or channel selling strategies, co-selling with resellers, SIs, or distributors, or managing partner enablement initiatives.

• Knowledge of India's enterprise technology landscape, including IT services companies, large SIs, and the startup/scale-up sector.

• Willingness to travel domestically within India's major tech hubs, with occasional trips to Southeast Asia (primarily Singapore) for regional outreach.

🏝️ Benefits

• Freedom & flexibility; align your work with your lifestyle.

• Designated quarterly Whaleness Days along with an end-of-year Whaleness break.

• Home office setup to ensure your comfort while working.

• 16 weeks of paid parental leave (after 6 months of employment).

• Technology stipend equivalent to $100 USD net/month.

• PTO plan that encourages you to take time for activities you enjoy.

• Training stipend for conferences, courses, and classes.

• Equity; as a growing startup, we want all employees to share in the company's success.

• Docker swag.

• Medical benefits, retirement, and holidays may vary by country.

• Remote-first culture, with offices located in Seattle and Paris.