Tokyo - Senior Solutions Engineer

### Senior Solutions Engineer, Japan (Tokyo) **Location:** Remote (based in Tokyo, Japan) #### About the role We're hiring a Senior Solutions Engineer to be the technical force behind TinyFish's enterprise growth in Japan. This is a pre-sales role. You'll partner with our Enterprise Account Executive to win large Japanese organizations by proving that TinyFish's AI agents work in their environment, against their real workflows, under their scrutiny. You are the person in the room who makes complex feel possible. You'll scope and run proofs of concept, design agent workflows and integrations, and translate deep technical capability into a business case that survives a consensus-driven, multi-stakeholder evaluation. You'll also arm our reseller and SI partners with the technical enablement they need to sell TinyFish confidently on their own. This is a foundational technical hire for TinyFish in Japan. You'll define how we prove value in market, and the POC playbook you build will compound across every deal that follows. Success is measured by technical win rate, POC-to-close conversion, and how effectively you enable both our AE and our channel partners to move deals forward. #### What you'll do - Own the technical win on complex enterprise deals: lead discovery, scope POCs, and design solutions that map TinyFish's AI agents to real customer workflows - Run POCs as business-case exercises rather than demos, defining success criteria with the buyer up front and proving measurable outcomes against them - Navigate technical evaluations across engineering, security, procurement, and IT at large Japanese enterprises - Design agent workflows, integrations, and architectures, and hold credible, detailed conversations about APIs, infrastructure, data flows, and security - Build and arm technical champions inside the account, helping them defend TinyFish through long, consensus-driven evaluation cycles - Handle security reviews, architecture questions, and integration requirements that gate enterprise deals in Japan - Enable reseller and SI partners technically by building the demos, documentation, and training that let them position and sell TinyFish on their own - Act as the feedback loop between Japanese enterprise customers and TinyFish's global product and engineering teams, bringing market reality back into the roadmap - Partner closely with the Enterprise AE as the connective tissue between technical proof and commercial close #### What we're looking for - 6+ years in pre-sales, solutions engineering, or sales engineering for enterprise software, with a strong track record winning complex, high-value technical evaluations in Japan - Deep familiarity with Japanese enterprise buying dynamics: the role of the SI, long evaluation cycles, security and procurement rigor, and consensus across many stakeholders - Strong hands-on technical acumen. You can architect solutions, work with APIs and infrastructure, and go deep with an enterprise engineering team, then translate that into something a business buyer or channel partner can act on - Experience enabling or selling through SIs, resellers, or channel partners in the Japanese market - Fluent in Japanese and English - Skilled at scoping and running POCs that tie directly to business outcomes - Experience in AI, developer tools, APIs, or SaaS infrastructure is a strong plus #### Compensation & what's on offer - Competitive base + variable (OTE commensurate with experience) - Fully remote, based in Tokyo - First-mover technical role in a market that is early on AI agent adoption. You'll set the standard for how TinyFish proves value in Japan