About this role.
This Lead Solutions Engineer role owns technical pre-sales support for new-logo acquisition, cross-sell, and account expansion across Acquia’s DXP portfolio in Japan. The position partners closely with Account Executives and SI/channel partners, which source nearly all new business in the market. Core work includes technical discovery, solution architecture, custom demonstrations, PoCs, competitive positioning, and partner enablement. The successful candidate will combine enterprise CMS/DXP expertise, public-cloud and web-architecture knowledge, and native-level Japanese with business-level English. This is a remote, high-autonomy role that requires occasional domestic travel and coordination with a UK/EMEA-based team.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Team,
I am excited to apply for the Lead Solutions Engineer role at Acquia. My background in enterprise technical pre-sales, cloud-based web architecture, and customer discovery would enable me to translate complex digital-experience requirements into practical, value-driven DXP solutions.
I bring a collaborative approach to working with Account Executives, channel partners, and customer stakeholders, including leading demonstrations, PoCs, and technical presentations that support strategic new-logo and expansion opportunities. I would welcome the opportunity to help strengthen Acquia’s partner-led growth in Japan while serving as a trusted technical advisor to customers.
Thank you for your consideration; I look forward to discussing how I can contribute to Acquia’s Japan market success.
Sample interview questions
I would begin by aligning with the Account Executive and partner on account strategy, stakeholders, desired business outcomes, and deal risks. In customer sessions, I would explore the current digital stack, content and personalization goals, integration requirements, security constraints, delivery model, and success metrics. I would then summarize findings into a prioritized solution narrative, architecture direction, and mutual action plan.
I would connect each capability to a measurable customer outcome, such as faster campaign launches, lower content-operation effort, improved conversion, or more consistent experiences across channels. The demonstration would follow a customer-specific scenario and use their terminology, workflows, and strategic priorities. I would validate value assumptions with both technical and business stakeholders and document them for the account team.
I would assess the partner’s technical maturity, target customer segments, and current sales motion before creating focused enablement. This would include positioning guidance, discovery questions, demo storylines, reference architectures, objection handling, and joint opportunity coaching. I would also conduct practice sessions and review live-pursuit feedback to make the enablement practical and repeatable.
I would define a narrow set of high-value hypotheses tied to the customer’s decision criteria, rather than attempting to demonstrate every feature. The PoC would include agreed success measures, realistic integrations or content scenarios, clear responsibilities, a timeline, and an executive readout. I would also identify technical risks early, including security, APIs, deployment architecture, and operating-model fit.
I would establish clear written updates, decision logs, account plans, and regular working cadences that respect time-zone limitations. I would communicate customer context and market-specific feedback in concise English while ensuring Japanese stakeholders receive locally appropriate, high-quality engagement. For urgent opportunities, I would proactively align on ownership, escalation paths, and the specific deliverables needed from each team.
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.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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