Lead Solutions Engineer

Location: Japan <h3>Job Description - <strong>Lead Solutions Engineer </strong></h3> <p>The Lead Solutions Engineer is a technical expert and trusted advisor driving Acquia’s growth across the Japan market. Operating at the intersection of business strategy and technical architecture, this role is primarily focused on winning new-logo business, while also driving cross-sell and expansion across the Acquia Digital Experience Platform (DXP) portfolio. Working hand-in-hand with Account Executives and, critically, Acquia’s partner ecosystem — through which nearly all new business in Japan is sourced — the Lead Solutions Engineer turns customer challenges into compelling solutions that deliver demonstrable business value and substantial revenue growth.</p> <h3><strong>Key Responsibilities</strong></h3> <h3><strong>Strategic Account Growth &amp; Cross-Sell</strong></h3> <ul> <li><strong>New Logo Acquisition: </strong>Be the technical lead partnering with Account Executives and channel / SI partners to identify, qualify, and win new-logo opportunities across Japan — the primary focus of the role.</li> <li><strong>Cross-Sell &amp; Expansion: </strong>Identify and accelerate cross-sell and expansion opportunities within strategic accounts where Solutions Engineering support adds value, mapping Acquia’s DXP portfolio to each client’s future-state digital roadmap.</li> <li><strong>Business Value Alignment: </strong>Drive a value-based approach by translating solutions into clear, quantifiable business outcomes and return on investment for both technical and business stakeholders.</li> <li><strong>Trusted Technical Advisor: </strong>Serve as the technical contact for client stakeholders, providing guidance on digital strategy, cloud adoption, and DXP trends across their technical and business teams.</li> </ul> <h3><strong>Solutions Architecture &amp; Governance</strong></h3> <ul> <li><strong>Technical Discovery: </strong>Lead the technical discovery, design, and presentation of DXP solutions tailored to each customer’s context and business priorities.</li> <li><strong>Custom Proofs: </strong>Design and execute impactful custom demonstrations and Proof-of-Concepts (PoCs) that clearly illustrate the business value of the Acquia platform.</li> <li><strong>Competitive Positioning: </strong>Position Acquia against key competitors through strong discovery and a clear point of view on fit, reinforcing Acquia’s unique value.</li> </ul> <h3><strong>Partner Enablement &amp; Market Presence</strong></h3> <ul> <li><strong>Partner Enablement: </strong>Enable partners at the pre-sales layer — coaching their teams to position and present Acquia products confidently in their own pitches, both one-to-one and at events.</li> <li><strong>Market Presence: </strong>Represent Acquia at industry events, webinars, and community gatherings, proactively creating opportunities and visibility across the Japan market.</li> <li><strong>Product Feedback Loop: </strong>Serve as a feedback loop to Acquia’s Product and Engineering teams, synthesizing insights from the Japan market to help shape positioning and priorities.</li> </ul> <h3><strong>Skills and Qualifications </strong></h3> <h3><strong>Required</strong></h3> <ul> <li><strong>Experience: </strong>Proven experience in a Solutions Engineering, Sales Engineering, or pre-sales role, or a strong, deeply technical Account Executive ready to operate in a Solutions Engineering capacity. What matters most is the ability to understand a customer’s business and translate it into the right solution.</li> <li><strong>DXP Expertise: </strong>Experience selling or pre-selling an enterprise CMS / DXP, or a comparable SaaS platform — vendor-agnostic. Strong understanding of CMS, personalization, and modern digital experience concepts (Drupal a plus, not a requirement).</li> <li><strong>Technical Foundation: </strong>Solid working knowledge of modern web architectures and how DXP / web applications are deployed on a major public cloud (AWS, Azure, or GCP), including APIs and security fundamentals.</li> <li><strong>Partner &amp; Channel: </strong>Proven ability to work with and through partners / channel to source and win business — central to this role, as nearly all new-logo ACV in Japan is partner-sourced.</li> <li><strong>Communication: </strong>Strong presentation and demonstration skills, with the ability to lead both the technical and the business conversation with customers and partners.</li> <li><strong>Language: </strong>Native-level Japanese and business-level English — leading customer and partner discussions in Japanese (including written RFP / PoC work) and collaborating with a UK / EMEA-based team in English.</li> <li><strong>Ways of Working: </strong>A self-starter who works with autonomy as the dedicated Solutions Engineering presence for the region, acting on sound judgment while maintaining strong visibility with manager and team, and with a genuine appetite for continuous learning.</li> </ul> <h3><strong>Desired (Extra Credit)</strong></h3> <ul> <li>Proven track record of success working within a named global or strategic account program.</li> <li>Experience with a major programming language and hands-on ability to build technical prototypes.</li> <li>Published articles, white papers, or presentation experience at major industry conferences.</li> </ul> <h3><strong>Acquia DNA &amp; Culture</strong></h3> <p>This is a remote, Japan-focused role for a self-starter who thrives on high-impact work and enjoys operating with autonomy. The ability to work across time zones with a collaborative, virtual team is essential. Occasional travel within Japan to engage customers and partners is expected; coverage beyond Japan is possible as an upside but is not a requirement.</p> GDPR Compliance: Sourced via verified public channels under Legitimate Interests (Art. 6(1)(f) GDPR). [Contact Info Protected]

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