Job Specifications
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.
Qualifications
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.
What To Expect
First 30 days
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.
First 90 days
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.
One-Year Outlook
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 Team
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 t
About the Company
At Docker, we simplify the lives of developers who are making world-changing apps. Docker helps developers bring their ideas to reality by conquering the complexity of app development. We simplify and accelerate workflows with an integrated development pipeline and application components. Actively used by millions of developers around the world, Docker Desktop and Docker Hub provide unmatched simplicity, agility and choice.
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