Principal Account Specialist

Overview

Job Description

Responsibilities

• - 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
• - Create and execute a dynamic territory plan to identify and prosecute high-potential security opportunities in partnership with the Core AE team
• - Generate new leads through proactive prospecting and enable the Core AE team to effectively qualify inbound opportunities for the security portfolio
• - Exceed annual sales targets by quarterbacking the entire security sales cycle, from technical discovery and value justification to closing complex, multi-stakeholder deals
• - Educate and empower internal teams (Core AEs, SEs, Sales Leaders) to effectively identify and advance security opportunities through formal and informal enablement
• - Strategize, negotiate, and close deals to drive mutual success for the customer and Docker

Required Skills

• - A demonstrated track record of exceeding sales targets in a complex enterprise software environment, with the tenacity and discipline to manage sophisticated deal cycles
• - 3+ years of experience selling security, DevOps, or cloud infrastructure solutions
• - Strong understanding of the challenges facing CISOs and platform owners
• - Exceptional skills in uncovering latent customer pain, with a value-oriented penchant for asking 'why' to build a powerful business case
• - 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
• - A commitment to guiding customers with integrity, capable of building C-level relationships based on trust, credibility, and expertise
• - A natural ability to command a room, influence executive stakeholders, and lead commercial negotiations
• - Formal training in Command of the Message and MEDDPICC

Benefits

• - 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