Principal Account Partner
•TennrHybrid· 19h
🎧 Support⏰ Full-time👔 Executive🇺🇸 USA
19h ago
Docker·6 days ago
Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.
We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.
About this Role:
Docker is looking for a talented Partner Solutions Engineer (PSE) to join our growing team focused on strategic partnerships. In this high-impact role, you will work closely with Independent Software Vendors (ISVs), Cloud Service Providers (CSPs), Systems Integrators (SIs), and Value-Added Resellers (VARs) to drive adoption and integration of Docker technologies across our partner ecosystem. You will play a pivotal role in enabling partners at both scale and depth, supporting joint go-to-market (GTM) motions, and guiding integration and delivery of Docker’s products and solutions. This position reports to the Sr. Director of Solutions Engineering and works closely with the Field SEs, Technical Alliances, and Enablement teams.
Design and deliver scalable enablement programs including technical learning paths and certifications (e.g., via MindTickle or similar platforms).
Conduct 1:1 technical enablement for strategic partners (e.g., workshops, roadmap sessions, technical deep-dives).
Serve as the technical advisor for partners integrating Docker into their service offerings or product stacks.
Collaborate with partner and Docker sales teams to drive joint account planning and co-selling opportunities.
Support product positioning and technical validation during joint sales engagements.
Guide “sell-with” and “sell-through” partner models with clarity on what’s GA and ready for delivery (“what’s on the truck”).
Collaborate with Product and Engineering teams on roadmap alignment, beta/EAP program participation, and technical integrations with CSPs and ISVs.
Advocate for partner-driven feature requests and co-building initiatives back to the Docker product team.
Partner with regional Field SEs to ensure alignment with market-specific requirements and vertical priorities (e.g., FedGov, EMEA, APAC).
Represent regional partner technical needs and priorities in internal planning discussions.
Author and maintain reusable technical content such as integration guides, architectural diagrams, and enablement videos tailored for partners.
Represent Docker at partner events, conferences, and webinars as a technical expert and evangelist.
7+ years of experience in solutions engineering, partner engineering, or similar technical roles, with proven experience in a partner-facing or channel SE capacity at a developer tools, DevOps, DevSecOps, or cloud infrastructure company.
Deep technical understanding of Docker, containers, and modern CI/CD and DevSecOps practices.
Familiarity with application security principles and securing the software supply chain, including SBOMs, image scanning, and secure delivery pipelines.
Experience with cloud platforms (AWS, Azure, GCP), infrastructure technologies, and security best practices.
Strong ability to communicate technical concepts to both technical and non-technical audiences.
Skilled in building scalable enablement content and delivering 1:1 and 1-to-many technical education.
Experience working with cross-functional teams, including sales, product, and engineering.
Willingness to travel to partner sites and events (~30% expected).
First 30 Days
Participate in onboarding with a focus on Docker product knowledge and partner strategy.
Learn tooling (Salesforce, Looker, Docker platform) and connect with internal stakeholders.
Begin shadowing partner calls and reviewing existing enablement materials.
30–60 Days
Lead enablement sessions for selected regional partners.
Begin supporting joint-account planning and identifying co-sell opportunities.
Collaborate with Technical Alliances on roadmap integration discussions.
60–90 Days
Deliver partner workshops independently.
Produce partner-facing technical content.
Own the technical strategy for one or more partner segments (ISVs, CSPs, etc.).
Perks
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 (after 6 months of employment)
Technology stipend equivalent to $100 USD 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
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.
#LI-REMOTE