About the role
Job Description - Lead Solutions Engineer
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.
Key Responsibilities
Strategic Account Growth & Cross-Sell
New Logo Acquisition: 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.
Cross-Sell & Expansion: 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.
Business Value Alignment: Drive a value-based approach by translating solutions into clear, quantifiable business outcomes and return on investment for both technical and business stakeholders.
Trusted Technical Advisor: Serve as the technical contact for client stakeholders, providing guidance on digital strategy, cloud adoption, and DXP trends across their technical and business teams.
Solutions Architecture & Governance
Technical Discovery: Lead the technical discovery, design, and presentation of DXP solutions tailored to each customer’s context and business priorities.
Custom Proofs: Design and execute impactful custom demonstrations and Proof-of-Concepts (PoCs) that clearly illustrate the business value of the Acquia platform.
Competitive Positioning: Position Acquia against key competitors through strong discovery and a clear point of view on fit, reinforcing Acquia’s unique value.
Partner Enablement & Market Presence
Partner Enablement: 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.
Market Presence: Represent Acquia at industry events, webinars, and community gatherings, proactively creating opportunities and visibility across the Japan market.
Product Feedback Loop: Serve as a feedback loop to Acquia’s Product and Engineering teams, synthesizing insights from the Japan market to help shape positioning and priorities.
Skills and Qualifications
Required
Experience: 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.
DXP Expertise: 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).
Technical Foundation: 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.
Partner & Channel: 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.
Communication: Strong presentation and demonstration skills, with the ability to lead both the technical and the business conversation with customers and partners.
Language: 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.
Ways of Working: 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.
Desired (Extra Credit)
Proven track record of success working within a named global or strategic account program.
Experience with a major programming language and hands-on ability to build technical prototypes.
Published articles, white papers, or presentation experience at major industry conferences.
Acquia DNA & Culture
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.