Senior Solution Engineer

About the company

A global AI agent security company providing visibility, governance, detection, prevention and response for AI agents across their full lifecycle, from build time to runtime. Its platform covers SaaS applications, home-grown platforms and end-user devices. The company works with large enterprises globally and is engaged with leading global systems integrators, distributors and resellers in the Japanese cybersecurity ecosystem.

The role

This is a founding position in Japan. As the first Solution Engineer in the region, you will establish the technical go-to-market motion from the ground up, build the initial enterprise reference customers and introduce a new AI security category to the Japanese market. You will operate with a high degree of autonomy and act as the sole technical resource in country, without the support of a local Account Executive.

Responsibilities

• Own the presales motion end-to-end, from technical discovery through evaluation and close
• Build and enable the Japanese partner ecosystem, training partner technical teams on the platform, messaging and evaluation methodology so they can position and sell independently
• Co-sell with partner sales teams, joining customer engagements and delivering or supporting demonstrations
• Define success criteria and guide proof-of-value engagements through to successful outcomes
• Support technical validation, including security reviews, architecture discussions and objection handling
• Contribute to deal strategy, including qualification, competitive positioning and closing plans
• Map AI security capabilities against global and Japanese compliance frameworks such as ISMAP, FISC and ISO
• Build repeatable presales assets, demonstration environments and technical messaging for partners
• Represent the company externally through customer conversations, webinars and security community engagement

What you bring

• Native-level Japanese for executive presentations and business-level English for collaboration with global teams
• Proven presales experience at a direct B2B software or cybersecurity vendor, including complex enterprise sales cycles
• Experience enabling and co-selling with Tier-1 Japanese channel partners
• Deep understanding of the Japanese enterprise security landscape, including procurement, compliance standards and CISO evaluations
• Technical grounding in Security Operations or Application Security and modern development environments
• Clear communication with technical and business audiences, and the ability to translate technical concepts into business value
• Comfort with ownership in a fast-paced, evolving environment
• Exposure to AI, low-code/no-code platforms or emerging development technologies is highly preferred