Acquia - Lead Solutions Engineer
Requirements
• 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). • DXP Expertise: • 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. • Technical Foundation: • 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. • Partner & Channel: • Communication: Strong presentation and demonstration skills, with the ability to lead both the technical and the business conversation with customers and partners. • Communication: • 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. • Language: • 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. • Ways of Working: • 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.
Responsibilities
• Strategic Account Growth & Cross-Sell • Expansion Strategy: Be the technical lead responsible for identifying, validating, and accelerating cross-sell opportunities within Acquia’s top Global Accounts, focusing on the adoption of multiple DXP components • Expansion Strategy: • cross-sell opportunities • Account Planning: Partner directly with Global Account Directors to develop and execute technical account plans, mapping Acquia's entire product suite (Drupal Cloud, Marketing Cloud, Data/Personalization) to the client's future state digital roadmap and business priorities. • Account Planning: • Business Value Alignment: Drive a value-based sales approach by translating complex architectural solutions into clear, quantifiable business outcomes and Return on Investment (ROI) for executive stakeholders. • Business Value Alignment: • Executive Technical Advisor: Serve as the primary, long-term technical contact for C-level and VP-level client executives, providing strategic guidance on digital strategy, cloud adoption, and MarTech/AdTech trends. • Executive Technical Advisor: • Solutions Architecture & Governance • Complex Architecture: Lead the technical discovery, design, and presentation of highly integrated, multi-product DXP solutions tailored for the scale and complexity of Global 2000 organizations. • Complex Architecture: • Technical Governance: Act as the internal technical authority, ensuring that all proposed cross-sell solutions are architecturally sound, scalable, and aligned with the client’s existing environment and Acquia's long-term product vision. • Technical Governance: • Competitive Barrier: Proactively anticipate and neutralize competitive technical threats within the existing customer base, reinforcing Acquia's unique value and strategic position. • Competitive Barrier: • Custom Proofs: Design and execute highly impactful custom demonstrations and Proof-of-Concepts (PoCs) that clearly illustrate the integration and business benefits of expanding the Acquia footprint. • Custom Proofs: • Technical & Thought Leadership • Force Multiplier: Act as a key technical mentor and escalation point for the wider global Solutions Engineering team, coaching on advanced cross-sell methodologies, large-scale account strategy, and emerging technologies (e.g., GenAI in DXP). • Force Multiplier: • Product Influence: Serve as the critical feedback loop to Acquia’s Product and Engineering teams, synthesizing insights from Global Accounts to influence the product roadmap and ensure it addresses the most complex needs of the enterprise market. • Product Influence: • External Evangelism: Represent Acquia as a domain expert at global summits, executive briefings, and industry events, publishing thought leadership content that reinforces Acquia’s position as a DXP leader. • External Evangelism:
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