Lead Solutions Engineer

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