Principal Account Specialist

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!

The Principal Account Specialist, Security, is a senior, entrepreneurial seller responsible for unlocking the immense security opportunity within our customer base. This role is for a passionate individual eager to drive our security business forward by partnering with Core Account Executives to deliver critical insights to key accounts. You will be responsible for achieving a dedicated quota for Docker's security portfolio - starting with Docker Hardened Images (DHI) and Docker Scout - while establishing yourself as a trusted advisor to CISOs and Platform Leaders.

• Domain Expertise & Advocacy: Become the go-to expert on the Docker Security portfolio and champion its power, sharing customer success stories to illustrate its business value and impact.

• Territory & Account Planning: Create and execute a dynamic territory plan to identify and prosecute high-potential security opportunities in partnership with the Core AE team.

• Pipeline Generation: Generate new leads through proactive prospecting and enable the Core AE team to effectively qualify inbound opportunities for the security portfolio.

• Sales Execution: Exceed annual sales targets by quarterbacking the entire security sales cycle, from technical discovery and value justification to closing complex, multi-stakeholder deals.

• Team Collaboration & Enablement: Educate and empower internal teams (Core AEs, SEs, Sales Leaders) to effectively identify and advance security opportunities through formal and informal enablement.

• Deal Management: Strategize, negotiate, and close deals to drive mutual success for the customer and Docker.
  

• Proven Achiever: A demonstrated track record of exceeding sales targets in a complex enterprise software environment, with the tenacity and discipline to manage sophisticated deal cycles.

• Security Domain Passion: 3+ years of experience selling security, DevOps, or cloud infrastructure solutions. You have a strong understanding of the challenges facing CISOs and platform owners.

• Strategic & Curious: Exceptional skills in uncovering latent customer pain, with a value-oriented penchant for asking "why" to build a powerful business case.

• Collaborative Partner: Proven ability to thrive in an overlay or co-sell model, working effectively with various internal stakeholders to achieve the best outcome for the customer.

• Trusted Advisor: A commitment to guiding customers with integrity, capable of building C-level relationships based on trust, credibility, and expertise.

• Excellent Presenter & Negotiator: A natural ability to command a room, influence executive stakeholders, and lead commercial negotiations.

• Above and beyond: Formal training in Command of the Message and MEDDPICC.

• Product & Company Mastery: Gain a deep understanding of the Docker Security portfolio (DHI & Scout), our value proposition, competitive landscape, and the existing sales playbook.

• Internal Relationship Building: Begin establishing strong, collaborative relationships with the key Core AEs, SEs, and RVPs in your assigned territory.

• Pipeline Familiarization: Start to get acquainted with the inbound lead queue and top target accounts, reviewing account histories and identifying initial points of entry.

• Field Execution: Be actively running your own discovery calls, building a qualified pipeline, and co-selling with Core AEs on initial opportunities.

• Strategic Planning: Develop a detailed territory plan that outlines your strategy for pipeline generation and account penetration for the security portfolio.

• Forecasting & Reporting: Establish a predictable and accurate forecast for your business and begin providing strategic updates on regional forecast calls.

• Achieving Sales Targets: Meet or exceed the initial sales targets set for the security portfolio, successfully closing foundational "lighthouse" deals that can be used as references.

• Strategic Impact: Be recognized internally as the go-to expert and trusted advisor for all things related to Docker Security, actively contributing to the enablement and success of your AE partners.

• Process Refinement: Provide critical feedback to leadership and product teams, helping to refine the sales playbook, competitive positioning, and GTM strategy based on real-world customer interactions.

Our Specialist Sales team thrives on a collaborative, value-driven selling approach. If you enjoy the thrill of hunting for and closing complex deals while contributing to a supportive, high-performance team environment, you’ll find a great fit here. As you focus on our security platform, you’ll become a critical expert driving the success of Docker's most important new security initiatives

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

• 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.

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