3 months ago
Tokyo, JapanSenior
Responsibilities
- Engage customers and partners to understand technical and business needs and act as a trusted technical advisor.
- Assess customer requirements, gaps, opportunities, and challenges to design appropriately tailored solutions.
- Own the technical aspects of deal progression from qualification through closure.
- Lead technical validation, product demonstrations, presentations, proofs of concept, objection handling, and technical close activities.
- Gather customer feedback and requirements for SUSE Product, Strategy, and Engineering teams and support product-improvement feedback loops.
- Collaborate with sales, partners, and customer success teams on account plans and solution adoption.
- Contribute to go-to-market strategies, marketing presentations, technical speaking engagements, blogs, rodeos, and booth demonstrations.
- Analyze competitor offerings and help develop solution-positioning strategies.
- Prepare technical responses for RFIs, RFPs, and RFQs.
- Mentor and train pre-sales peers and share product and technical insights.
- Maintain CRM records for each opportunity, including use cases, success criteria, technical close status, and next steps.
Requirements
- Experience in technical consulting, pre-sales engineering, or solution architecture focused on enterprise software solutions.
- Practical experience with Linux systems, open-source software, infrastructure solutions, cloud computing, and container technologies such as Kubernetes.
- Ability to explain complex technical solutions to diverse audiences, including CXO-level stakeholders, and translate technical concepts into business value.
- Experience creating technical demonstrations and whitepapers that illustrate product value through use cases.
- Strong problem-solving skills for complex technical challenges and value-driven solution development.
- Experience collaborating with sales, engineering, and customer success teams.
- Experience designing and delivering complex enterprise solutions with scalability, security, and reliability considerations.
- Exceptional consultative-selling and customer relationship skills.
- Proficiency in competitor analysis and solution positioning.
- Experience using CRM tools such as Salesforce or Clari.
Benefits
- A dynamic, global, open-source-focused environment with opportunities for career growth and professional development.
- An inclusive community that welcomes diverse backgrounds, perspectives, and experiences.
- Freedom to be yourself and contribute ideas in a culture centered on Choice, Community, Trust, and Innovation.
Tech Stack
Categories
Solutions Engineering
About SUSE
SUSE builds enterprise open-source infrastructure software, including SUSE Linux Enterprise, Rancher for Kubernetes management, and NeuVector for container security, sold via subscriptions and support to organizations running workloads on premises, in the cloud, and at the edge. Founded in 1992 and headquartered in Nürnberg, Germany, it serves industries such as finance, public sector, and telecom, and is widely used for SAP deployments on Linux.