Business Development Executive (Manawatu)
•Halter· 1d
💼 Sales⏰ Full-time📈 Mid Level🇳🇿 Manawatu, New Zealand
1d ago
Docker·3 months ago
At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!
As a Technical Account Manager (TAM) at Docker, you will serve as a trusted advisor to our most strategic customers, ensuring they realize measurable value from their investment in Docker’s platform. TAMs are responsible for guiding adoption, managing technical relationships, and influencing customer outcomes across the post-sales lifecycle.
This role sits within Docker’s Customer Engineering Group, which unifies pre- and post-sales technical teams to deliver a seamless, outcomes-driven customer experience. You’ll collaborate closely with Solutions Engineers, Engagement Services, and Product teams to help customers accelerate time-to-value, reduce friction, and achieve long-term success with Docker.
Customer Success and Adoption
Build strong relationships with assigned enterprise customers, understanding their technical landscape, priorities, and success criteria.
Drive product adoption and operational maturity, aligning Docker capabilities to customer objectives and outcomes.
Conduct regular technical and business reviews to demonstrate value realization and identify opportunities for growth.
Anticipate risks and blockers, developing mitigation plans in partnership with customer and internal teams.
Technical Engagement and Collaboration
Serve as the primary post-sales technical contact and advocate for assigned accounts, connecting customer feedback to Product, Engineering, and Support.
Partner with Solutions Engineers to ensure smooth handoff from pre-sales to onboarding and sustained success thereafter.
Create and share reusable best practices, reference architectures, and technical playbooks that scale customer success.
Provide proactive guidance on containerization, CI/CD, infrastructure-as-code, and emerging developer productivity trends.
Operational Excellence
Maintain high-quality documentation of customer engagements, health status, and progress toward success metrics.
Contribute to a consistent TAM engagement model, leveraging standardized processes for onboarding, health reviews, and renewals.
Support development of scalable initiatives such as 1:many workshops and digital enablement programs.
4+ years in a customer-facing technical role (e.g., TAM, Solutions Architect, DevOps Consultant, Customer Engineer).
Strong understanding of Docker, Kubernetes, CI/CD, IaC, and cloud-native development practices.
Proven ability to translate technical capabilities into business outcomes and drive measurable customer value.
Excellent communication skills across both technical and executive audiences.
Skilled at identifying patterns and building long-term strategies beyond point solutions.
Comfortable working cross-functionally in a global, distributed organization.
Experience with developer-first platforms or PLG (product-led growth) models.
Familiarity with AI/ML infrastructure or agent-based development platforms.
Prior experience in post-sales or lifecycle management at an infrastructure or SaaS company.
Complete onboarding and ramp-up training on Docker’s products, tools, and engagement frameworks.
Shadow experienced TAMs and Solution Engineers on customer calls to learn engagement rhythms.
Meet your portfolio of customers and understand their environments, goals, and success metrics.
Build relationships with internal partners including Support, Product, and Sales.
Review existing customer documentation and success plans to identify initial opportunities for impact.
Take ownership of a customer portfolio and begin leading account engagements.
Conduct your first technical or executive business reviews with guidance from your manager.
Establish a cadence of customer check-ins, documenting key success milestones and adoption progress.
Identify at least one process or content improvement that can scale customer engagement or reduce friction.
Contribute to cross-functional discussions that connect customer insights with product feedback.
Own the full lifecycle for a portfolio of strategic or enterprise customers, delivering measurable improvements in adoption and health scores.
Build executive relationships and serve as the customer’s voice within Docker.
Contribute to building the broader TAM engagement model through shared best practices and enablement resources.
Demonstrate impact through increased customer value realization, renewal success, and platform expansion.
Mentor new TAMs and participate in developing scalable frameworks for onboarding and customer engagement.
Docker does not offer visa sponsorship for this role.
We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.
Please see the independent bias audit report covering our use of Covey here.
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
Technology stipend equivalent to $100 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.
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