Principal Account Specialist, Security – Docker
The Principal Account Specialist, Security is a senior, entrepreneurial seller responsible for unlocking the immense security opportunity within Docker’s 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.
* 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 key Core AEs, SEs, and RVPs in your assigned territory.
* Pipeline Familiarization: Get acquainted with the inbound lead queue and top target accounts, reviewing account histories and identifying initial points of entry.
Initial 90‑Day Focus
* Field Execution: Actively run your own discovery calls, build a qualified pipeline, and co‑sell 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.
Qualifications
* Proven Achiever: 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 and 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: Commitment to guiding customers with integrity, capable of building C‑level relationships based on trust, credibility, and expertise.
* Excellent Presenter & Negotiator: 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.
Benefits
* 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. Due to the remote nature of this role, we are unable to provide visa sponsorship.
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