Lead Solutions Engineer (IC), Japan (P)
HubSpot
Tokyo, Japan
役割概要（Role Summary）
HubSpotのミッションは、世界中の何百万もの企業の成長を支援することです。
Lead Solutions Engineerとして、このミッションを実現する重要な役割を担い、顧客ごとのニーズに合わせた技術的ソリューションを通じて価値提供を行っていただきます。
Salesチームと密接に連携し、新規および既存顧客へのアップセル・拡張機会を推進しながら、顧客の課題をインパクトのあるソリューションへと変換していきます。
本ポジションは、技術的専門性、ビジネス視点、顧客対応力が交差する役割であり、「何ができるか」だけでなく、「どのような価値を提供できるか」を顧客に伝えることが求められます。
主な業務内容（What You’ll Do）
- Account Executiveと連携し、新規・拡張案件における技術戦略および実行をリードする
- 顧客の課題、目標、技術要件を深く理解するためのディスカバリーを主導する
- ビジネス価値を明確に伝え、案件推進につながるカスタマイズされた製品デモを設計・実施する
- 顧客、パートナー、社内関係者との信頼関係を構築し、意思決定を支援・加速する
- 複雑な技術的内容を、顧客の優先事項に沿った分かりやすく魅力的なストーリーへ翻訳する
- Sales、Services、Productなどの関連部門と連携し、一貫性がありスケーラブルなソリューション提供を実現する
- チームの生産性向上、メッセージング改善、受注率向上につながるプリセールス施策・プロジェクトに貢献する
- ジュニアメンバーのメンタリングやサポートを行い、チーム全体のパフォーマンス向上に貢献する
応募資格（What You’ll Bring）
歓迎要件（Preferred Qualifications）
- PreSales、Solutions Engineering、Technical Consulting、または類似する顧客対応型テクニカル職での6年以上の経験
- 日本語での会話が流暢であり、英語での読み書きスキルを有すること
- Salesチームと連携し、ディスカバリーからクロージングまで複雑な案件を推進した実績
- 技術者・非技術者双方のステークホルダーとコミュニケーションを取り、意思決定に影響を与えた経験
- ビジネス課題を技術ソリューションへ落とし込むための高い問題解決能力
- 複雑な内容を分かりやすく伝えるコミュニケーション能力およびプレゼンテーション能力
- スピード感のある成長環境において、クロスファンクショナルに業務を推進した経験
歓迎要件（Nice-to-Have Qualifications）
- SaaSまたはCRMプラットフォーム領域での経験
- HubSpotまたは類似のカスタマープラットフォームに関する知識
- メンターやコーチとしてチームメンバーを支援した経験
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Role Summary
Our mission at HubSpot is to help millions of organizations grow better. As a Leas Solutions Engineer, you’ll play a critical role in bringing that mission to life by helping customers unlock value through tailored, technical solutions.
You’ll partner closely with Sales to drive new and expansion opportunities, translating customer challenges into impactful solutions. This role sits at the intersection of technical expertise, business acumen, and customer engagement—helping prospects understand not just what’s possible, but what’s valuable.
What You’ll Do
- Partner with Account Executives to drive technical strategy and execution across new business and expansion opportunities.
- Lead discovery conversations to deeply understand customer challenges, goals, and technical requirements.
- Design and present tailored product demonstrations that clearly articulate business value and drive deal progression.
- Build trusted relationships with customers, partners, and internal teams to influence decision-making and accelerate outcomes.
- Translate complex technical concepts into clear, compelling narratives aligned to customer priorities.
- Collaborate cross-functionally with Sales, Services, and Product teams to ensure cohesive and scalable solutions.
- Contribute to presales initiatives and projects that improve team efficiency, messaging, and win rates.
- Mentor and support less experienced team members, helping elevate overall team performance.
What You’ll Bring
Preferred Qualifications
- 6+ years of experience in PreSales, Solutions Engineering, Technical Consulting, or a similar customer-facing technical role
- Fluency in Japanese, with strong English reading and writing skills.
- Proven ability to partner with Sales teams to drive complex deals from discovery through close
- Experience engaging with both technical and non-technical stakeholders to influence decision-making
- Strong problem-solving skills with the ability to translate business needs into technical solutions
- Excellent communication and presentation skills, with the ability to simplify complex concepts
- Experience working cross-functionally in a fast-paced, high-growth environment
Nice-to-Have Qualifications
- Experience in SaaS or CRM platforms
- Familiarity with HubSpot or similar customer platforms
- Experience mentoring or coaching team members
- Exposure to sales methodologies or value-based selling frameworks
We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.
If you need accommodations or assistance due to a disability, please reach out to us using this form.
At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events, such as your Product Group Summit and other gatherings, to continue building on those connections.
If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements
Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here.
India Applicants: link to HubSpot India's equal opportunity policy here.
About HubSpot
HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.
At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.
We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.
Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.
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