---
title: 'Lead Solutions Engineer at Acquia'
canonical: 'https://feeny.ai/job/lead-solutions-engineer-acquia-japan-kw36b5xeyf7p'
type: 'job'
last_seen: '2026-09-04'
---

# Lead Solutions Engineer at Acquia

- **Company:** Acquia
- **Location:** Japan
- **Work type:** remote
- **Posted:** 2026-06-17
- **Last confirmed live:** 2026-09-04
- **Apply:** https://job-boards.greenhouse.io/acquia/jobs/8000008

## Job description

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.

## About Acquia

## Company Overview
- **One-liner**: Acquia provides the open digital experience platform (DXP) built on Drupal, helping enterprise marketing teams manage content, assets, and AI agents in a single workspace with built-in governance.
- **Entity Type**: Private (majority owned by Vista Equity Partners since 2019)
- **Headquarters**: Boston, Massachusetts, United States (53 State Street, 10th Floor, Boston, MA 02109)
- **Founded**: 2007
- **Founders**: Dries Buytaert (co-founded Acquia, also creator of Drupal)

## Core Business
- **Primary industry/industries**: Digital Experience Platforms (DXP), Content Management (CMS), Digital Asset Management (DAM), AI-driven content operations
- **Target customers**: Enterprise marketing teams, Fortune 500 brands, government agencies, global universities (e.g., Dana-Farber, Bayer, AB InBev, Mars, Crayola, Shake Shack, Warner Music Group, Stanford University)
- **Mission or purpose statement**: "Help companies effectively and efficiently manage content on their terms, build remarkable experiences, and connect more powerfully with their audiences." (from [acquia.com/about-us](https://www.acquia.com/about-us))

## Products & Services
- **Acquia Source**: A command center unifying content creation, digital asset management, and AI agents into one workspace. Designed for marketing teams to create, approve, and scale content with governance, removing handoffs between CMS, DAM, and workflow tools. (SaaS / Platform)
- **Acquia Cloud Platform**: The only infrastructure built exclusively for Drupal, offering 99.99% uptime SLA, FedRAMP and HIPAA compliance, and preemptive threat mitigation. Supports single to thousands of sites managed from a single interface. (PaaS / Cloud Infrastructure)
- **Acquia AI (Digital Teammates)**: AI agents that build sites, write content, maintain accessibility and SEO standards, with human-in-the-loop review. Native MCP (Model Context Protocol) support allows integration with agents like Claude, Cursor, Copilot. (AI / Agentic automation)
- **Multi Experience Operations**: Enables scaling from one site to thousands across channels. (SaaS)
- **280+ Integrations**: Connects with ERPs, analytics, commerce, marketing automation tools via Drupal’s open architecture and Acquia’s integration library. (Ecosystem)

## Market Standing
- **Valuation/Market Cap**: Not disclosed (private company)
- **Key Metrics**: 
  - Annual Revenue: $201.1M (as reported on LinkedIn via [linkedin.com/company/acquia](https://www.linkedin.com/company/acquia))
  - Total Funding: $173.5M across 9 prior funding rounds (per LinkedIn)
  - Customers: 4,000+ organizations (per [acquia.com/about-us](https://www.acquia.com/about-us))
  - Employees: 1,000+ globally across 30+ countries (per [acquia.com/careers](https://www.acquia.com/careers))
- **Notable Investors/Partners**: Vista Equity Partners (majority stake since 2019), Dries Buytaert (executive chairman). Over 700 global partners.
- **Growth Signals**: 
  - Headcount: 877 employees (-0.7% YoY per LinkedIn, but career page reports 1,000+ globally – may reflect difference in counting)
  - New product launch: Acquia Source (2025) – command center for AI-forward marketing
  - Expansion of AI capabilities with native MCP support
  - Serving Fortune 500 brands and government agencies with FedRAMP compliance

## Competitive Advantages
- **Open-source moat**: Built on Drupal, the open-source CMS created by Acquia’s co-founder. The company is the number-one contributor to Drupal core for over 15 years.
- **Exclusive Drupal infrastructure**: Only cloud platform built exclusively for Drupal; 99.99% uptime SLA, FedRAMP / HIPAA compliant.
- **Composable, not rigid**: Open architecture allows customers to connect their existing martech stack without lock-in.
- **Built-in governance**: Every AI action goes through human-in-the-loop review, with brand safety, compliance, and audit trails integrated into the workflow – not bolted on.
- **AI discoverability**: Content is structured natively for AI search (ChatGPT, Perplexity, Google AI Overviews) without separate optimization steps.

## Strategic Focus
- **AI-first digital experience**: Launching Acquia Source as a unified workspace for content, assets, and AI agents, targeting enterprise marketing teams that struggle with fragmented tooling.
- **Agentic automation**: Expanding digital teammates that act autonomously (write content, optimize SEO, maintain accessibility) while keeping humans in the loop.
- **MCP (Model Context Protocol) support**: Enabling any AI agent to connect directly to Acquia’s content platform, following an open protocol philosophy.
- **Continued open-source leadership**: Investing in the Drupal community and open architecture to differentiate from closed DXPs.

## Why Work Here
- **Culture highlights**: Acquia emphasizes four core values: "Dare to Be Different" (authenticity, inclusion), "Do the Right Thing" (integrity, respect), "Jump In and Own It" (speed, collaboration), "Give Back More" (community service, open-source roots), and "Committed to Awesome" (customer success). (from [acquia.com/careers](https://www.acquia.com/careers))
- **Work environment**: Global team with flexibility – "greater flexibility in where we work" is stated, implying remote/hybrid options. Employees across 30+ countries.
- **Awards**: Great Place to Work certified; recognized for award-winning culture.
- **Growth & learning**: Acquia Academy provides education and learning resources. Annual People, Culture & Community roadmap with speakers, events, and inclusion initiatives.
- **Perks**: Community involvement (volunteer programs, gift drives). Collaborative environment that "inspires employees to make their biggest impact".

## Sources
1. [acquia.com/about-us](https://www.acquia.com/about-us)
2. [acquia.com/careers](https://www.acquia.com/careers)
3. [acquia.com/careers/culture](https://www.acquia.com/careers/culture)
4. [acquia.com](https://www.acquia.com/)
5. [linkedin.com/company/acquia](https://www.linkedin.com/company/acquia)

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