2 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
