首席解决方案工程师
Lead Solutions Engineer
## 职位描述 - **高级解决方案工程师**
高级解决方案工程师是推动Acquia在日本市场增长的技术专家和值得信赖的顾问。该职位位于商业战略和技术架构的交汇点，主要专注于赢得新客户业务，同时推动Acquia数字体验平台（DXP）产品组合的交叉销售和扩展。与客户经理以及关键的Acquia合作伙伴生态系统紧密合作——几乎所有的新业务都来自该生态系统——高级解决方案工程师将客户挑战转化为具有明显商业价值并带来显著收入增长的解决方案。
### **主要职责**
#### **战略客户增长与交叉销售**
- **新客户获取：** 作为技术负责人，与客户经理和渠道/系统集成商合作伙伴协作，识别、评估并赢得日本市场的新客户机会——这是该职位的主要重点。
- **交叉销售与扩展：** 在需要解决方案工程支持的战略客户中识别并加速交叉销售和扩展机会，将Acquia的DXP产品组合与每个客户的未来数字路线图进行匹配。
- **商业价值对齐：** 通过将解决方案转化为清晰、可量化的商业成果和投资回报率，推动基于价值的方法，为技术和业务利益相关者提供支持。
- **值得信赖的技术顾问：** 作为客户利益相关者的联系人，就数字战略、云采用和DXP趋势向其技术及业务团队提供指导。
#### **解决方案架构与治理**
- **技术调研：** 领导针对每个客户背景和业务优先级定制的DXP解决方案的技术调研、设计和展示。
- **定制演示：** 设计并执行有影响力的定制演示和概念验证（PoC），明确展示Acquia平台的商业价值。
- **竞争定位：** 通过深入的调研和对适配性的明确观点，将Acquia与主要竞争对手进行对比，强化Acquia的独特价值。
#### **合作伙伴赋能与市场影响力**
- **合作伙伴赋能：** 在售前阶段赋能合作伙伴——指导他们的团队在一对一沟通和活动中自信地推广和展示Acquia产品。
- **市场影响力：** 在行业活动中代表Acquia，展示Acquia的品牌形象。
查看英文原文
## 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.