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- Tasks: Drive Docker's security business by partnering with key accounts and exceeding sales targets.
- Company: Join Docker, the leading app development platform trusted by millions worldwide.
- Benefits: Enjoy flexible work, generous parental leave, and a tech stipend to enhance your home office.
- Why this job: Be a key player in shaping the future of security in app development.
- Qualifications: 3+ years in security sales with a knack for building C-level relationships.
- Other info: Collaborative team culture 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 Stockport employer: Docker, Inc
Contact Detail:
Docker, Inc Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Principal Account Specialist in Stockport
✨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 open doors and give you insider info about opportunities that might not be advertised yet.
✨Tip Number 3
Practice your pitch! Be ready to discuss how your experience aligns with the role of Principal Account Specialist. Highlight your sales achievements and how you've tackled complex deals in the past—this will make you stand out.
✨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 at Docker. Don’t miss out!
We think you need these skills to ace Principal Account Specialist in Stockport
Some tips for your application 🫡
Show Your Passion for Security: Make sure to highlight your enthusiasm for security solutions in your application. We want to see that you understand the challenges faced by CISOs and platform owners, so share any relevant experiences or insights that demonstrate your passion.
Tailor Your Application: Don’t just send a generic application! Take the time to tailor your CV and cover letter to reflect the specific requirements of the Principal Account Specialist role. We love seeing candidates who can connect their skills directly to what we’re looking for.
Be a Storyteller: Use your application to tell a story about your achievements. Share specific examples of how you've exceeded sales targets or successfully navigated complex deals. We want to see how you can bring value to our team through your past experiences.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you’re serious about joining our team!
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 their features, benefits, and how they solve real-world problems for CISOs. This will help you speak confidently about the products and demonstrate your expertise.
✨Showcase Your Sales Savvy
Prepare to discuss your past sales achievements, particularly in complex enterprise environments. Be ready to share specific examples of how you've exceeded targets and navigated challenging deal cycles. This will highlight your proven track record and align with what Docker is looking for.
✨Ask Insightful Questions
During the interview, don’t just wait for questions to be thrown at you. Prepare thoughtful questions that show your curiosity about Docker’s security strategy and how you can contribute. This not only demonstrates your interest but also positions you as a strategic thinker.
✨Build Rapport with the Team
Since this role involves collaboration with Core Account Executives and other internal teams, focus on building rapport during the interview. Share experiences where teamwork led to success and express your enthusiasm for working in a collaborative environment. This will resonate well with Docker's team-oriented culture.
