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- Tasks: Drive Docker's security business by partnering with key accounts and exceeding sales targets.
- Company: Join a remote-first team at Docker, the leading app development platform.
- Benefits: Enjoy flexible work, generous parental leave, and a tech stipend.
- Why this job: Be a trusted advisor in security while making a real impact in a fast-growing company.
- Qualifications: 3+ years in security sales with a proven track record of exceeding targets.
- Other info: Collaborative environment with opportunities for personal and professional growth.
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.
Responsibilities- 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.
- First 30 days: Gain a deep understanding of the Docker Security portfolio (DHI & Scout), our value proposition, competitive landscape, and the existing sales playbook. Begin establishing strong, collaborative relationships with the key Core AEs, SEs, and RVPs in your assigned territory. Start to get acquainted with the inbound lead queue and top target accounts, reviewing account histories and identifying initial points of entry.
- First 90 days: Be actively running your own discovery calls, building a qualified pipeline, and co-selling with Core AEs on initial opportunities. Develop a detailed territory plan that outlines your strategy for pipeline generation and account penetration for the security portfolio. Establish a predictable and accurate forecast for your business and begin providing strategic updates on regional forecast calls.
- One-Year Outlook: Meet or exceed the initial sales targets set for the security portfolio, successfully closing foundational "lighthouse" deals that can be used as references. 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. 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.
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.
Compensation Range: €261.6K - €327K
Principal Account Specialist in High Wycombe employer: Docker, Inc
Contact Detail:
Docker, Inc Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Principal Account Specialist in High Wycombe
✨Tip Number 1
Get to know Docker inside out! Familiarise yourself with our security portfolio and the challenges faced by CISOs. This way, when you chat with potential employers, you can show off your expertise and passion for what we do.
✨Tip Number 2
Network like a pro! Connect with current Docker employees on LinkedIn or attend industry events. Building relationships can give you insider info and might even lead to referrals—who doesn’t love a good foot in the door?
✨Tip Number 3
Practice your pitch! Be ready to discuss how you can drive our security business forward. Prepare examples of how you've exceeded sales targets in the past and how you can bring that success to Docker.
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re genuinely interested in joining our team and contributing to our mission.
We think you need these skills to ace Principal Account Specialist in High Wycombe
Some tips for your application 🫡
Show Your Passion for Security: When you're writing your application, make sure to highlight your enthusiasm for security solutions. Share any relevant experiences or projects that showcase your understanding of the challenges faced by CISOs and platform owners.
Tailor Your Application: Don’t just send a generic application! Take the time to tailor your CV and cover letter to reflect the specific skills and experiences that align with the Principal Account Specialist role at Docker. We love seeing how you can contribute to our mission!
Be Clear and Concise: Keep your application clear and to the point. Use bullet points where possible to make it easy for us to see your achievements and skills. Remember, we’re looking for someone who can communicate effectively, so show us what you’ve got!
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way to ensure your application gets into the right hands. Plus, it shows us that you’re genuinely interested in joining our team at Docker!
How to prepare for a job interview at Docker, Inc
✨Know Your Stuff
Make sure you dive deep into Docker's Security portfolio, especially Docker Hardened Images and Docker Scout. Familiarise yourself with the key features, benefits, and customer success stories. This will help you demonstrate your expertise and show that you're genuinely passionate about the role.
✨Plan Your Territory Strategy
Before the interview, think about how you would approach territory and account planning. Be ready to discuss specific strategies for identifying high-potential security opportunities and how you would collaborate with Core Account Executives to execute these plans.
✨Showcase Your Sales Skills
Prepare to share examples of how you've exceeded sales targets in complex environments. Highlight your experience in managing sophisticated deal cycles and your ability to build relationships with C-level executives. This will illustrate your capability as a trusted advisor.
✨Ask Insightful Questions
During the interview, don't hesitate to ask questions that show your curiosity and strategic thinking. Inquire about the challenges facing CISOs and platform owners, and how Docker's solutions can address these issues. This will demonstrate your understanding of the market and your commitment to driving success.
