Solutions Sales Specialist

Tokyo, Japan

About Company

The world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver reliable and high-performing Linux, hybrid cloud, container, and Kubernetes technologies. We help customers integrate new and existing IT applications, develop cloud-native applications, standardize on our industry-leading operating system, and automate, secure, and manage complex environments. Award-winning support, training, and consulting services make us a trusted adviser to the Fortune 500. As a strategic partner to cloud providers, system integrators, application vendors, customers, and open source communities, we can help organizations prepare for the digital future.

Job Description

The Sales team is looking for a Solutions Sales Specialist to join us in Tokyo, Japan. In this role, you will guide the adoption our cloud-native solutions like OpenStack Platform, etc. by our enterprise customers across all industries. You’ll work closely with sales team to meet the demanding growth targets over the upcoming years. You’ll need to have excellent sales, communication, and people skills as you’ll be a crucial part of the sales team, interacting with both internal and external stakeholders. You’ll also need to have a balance of technical expertise in our offerings and a passion for open source. As a Solutions Sales Specialist, you will guide solution selling for the business challenges of our customers. Using your technical and sales knowledge, you’ll contribute to the creation of big deals. In the evangelist part of the role, you may be asked to speak at events and technical forums to everyone from chief information officers (CIOs) to user groups about our technologies. You’ll continuously learn about new technologies and how they can be applied to solve enterprise challenges.


  • Sell cloud-native solutions by generating opportunities in a designated territory
  • Contribute to the selling and marketing strategies of the Cloud Infrastructure solutions portfolio
  • Promote value proposition to prospective customers
  • Meet quantitative and qualitative performance expectations
  • Set high standards for articulation and presentation of key messages to C-level executives
  • Collaborate with the wider sales team to advance key opportunities
  • Build relationships of trust with key customer decision makers and influencers
  • Present at forums and community events to raise awareness of Cloud Infrastructure and Middleware portfolio
  • Interact with business team leaders

Required skills

  • 5+ years of experience in a solutions sales role
  • Extensive technical sales experience in enterprise and software development
  • Experience building a route-to-market strategy
  • Good communication and technical skills that enable customer and partner relationship development at engineering, commercial, and executive levels
  • Excellent product and technical understanding; ability to understand customer business issues and technology requirements
  • Ability to produce a narrative to customers around a broad portfolio of solutions that meet business objectives
  • Solutions sales mentality in a company with multiple offerings and services
  • Balance of strategic, tactical, technical, and creative thinking skills
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