About the role

As a Solutions Engineer in Japan, you will partner closely with Sales, Product, and Engineering (including our global and APAC teams) to guide Japanese enterprise customers through evaluation and adoption of our platform. As a trusted technical advisor, you will lead discovery, design tailored solutions, deliver impactful demos, and support technical validation through proofs of concept (PoCs).

The role blends technical expertise with customer-facing communication. You will translate complex requirements into scalable solutions, articulate business value, and help customers build the internal consensus that Japanese organizations typically require before adopting new technology.

What you’ll do

• Lead customer discovery with Japanese enterprise and mid-market accounts to uncover business needs, stakeholders, and solution requirements
• Design scalable solutions aligned to customer use cases and technical environments, including legacy and on-premises systems that are common in Japan
• Deliver tailored demos in Japanese (and English when needed) that clearly communicate value and differentiation
• Build and execute PoCs and technical validations, and prepare clear evaluation criteria and success metrics
• Translate customer requirements into architectures, integrations, and configurations
• Partner with Sales to progress deals by addressing technical objections and risks, and support multi-stakeholder, consensus-driven decision processes (including ringi approval flows)
• Respond to security checks, vendor-assessment questionnaires, and compliance requests (e.g., APPI, data residency, ISMS/ISO 27001, FISC guidelines where relevant)
• Support RFP/RFI responses and contribute to technical proposals in Japanese
• Collaborate with Product, Engineering, and Customer Success, and relay Japan-specific feedback and feature requirements to the global team
• Enable and co-develop solutions with local partners, including SIers, resellers, and consulting firms, through training and workshops
• Develop reusable demo assets, playbooks, and technical documentation, and localize them for the Japanese market

What you’ll bring

• 12+ years of experience in Solutions Engineering / Sales Engineering / Pre-Sales in a B2B SaaS environment, ideally with Japanese customers
• Business-level Japanese (equivalent to JLPT N1 or N2, native-level preferred) and working proficiency in English for collaborating with global teams
• Strong discovery and qualification skills with a consultative approach, and the ability to build trust through detailed preparation, precise follow-up, and long-term relationships
• Proven ability in solution design, translating use cases into scalable architectures
• Experience delivering compelling demos and technical storytelling to diverse stakeholders, from engineers to executives
• Hands-on technical execution, including APIs, integrations, and PoCs
• Ability to articulate business value and align technical solutions to customer outcomes
• Solid understanding of modern SaaS architectures, APIs, and cloud platforms (AWS, Azure, or GCP), including Japan-region hosting and data residency considerations
• Experience with tools such as Postman, SQL, and CRM/CX platforms (e.g., Salesforce, Zendesk, ServiceNow); familiarity with Japan-popular tools (e.g., kintone, LINE, Sansan) is a plus
• Proficiency in Python or JavaScript/TypeScript is a plus
• Excellent communication skills and the ability to work cross-functionally across time zones
• Comfortable operating in fast-paced, ambiguous environments

Nice to have

• Experience working with Japanese SIers or channel partners
• Experience with Japanese public sector, financial services, manufacturing, or other regulated industries
• Experience responding to Japanese-language RFPs

Location and logistics

• Based in Tokyo (hybrid) [adjust as needed]
• Occasional domestic travel to customer sites; limited regional (APAC) or global travel