• Lead the design of comprehensive FSM solutions tailored to the specific needs of clients in the utilities and energy sectors. • Develop detailed architectural blueprints that outline system integrations, data flows, and technical specifications. • Ensure solutions are scalable, secure, and aligned with industry standards and best practices. • Provide technical guidance and oversight during the implementation of FSM solutions, ensuring adherence to architectural designs and project timelines. • Collaborate with cross-functional teams, including developers, project managers, and business analysts, to ensure cohesive and efficient project delivery. • Stay abreast of emerging technologies and industry trends to inform solution design and implementation strategies. • Engage with clients to understand their business processes, requirements, and challenges. • Translate client needs into functional and technical requirements, ensuring clear communication and alignment throughout the project lifecycle. • Present architectural solutions and design decisions to clients, articulating the benefits and rationale behind chosen approaches. • Recruit, mentor, and develop a team of technical professionals, fostering a culture of continuous learning and excellence. • Define team roles, responsibilities, and performance expectations to ensure clarity and accountability. • Provide ongoing training and development opportunities to enhance team capabilities and knowledge of FSM solutions. • Establish and enforce best practices for solution design, coding standards, and system integrations. • Conduct regular code and design reviews to ensure quality and adherence to architectural standards. • Identify opportunities for process improvements and implement solutions to enhance efficiency and effectiveness in solution delivery.

• Act as the primary technical owner across complex, multi-phase sales cycles—coordinating SEs, partners, security, and product stakeholders as needed. • Partner closely with Account Executives to drive deal strategy, anticipate risk, and accelerate progression from discovery through close. • Lead technical discovery, integration design, data migration strategy, and solution feasibility discussions with confidence and precision. • Conduct deep consultative discovery to uncover business challenges, processes, and desired outcomes. • Translate discovery insights into clear, value-oriented solution narratives that speak to each customer's goals—not just features. • Design and deliver tailored demos, workshops, and proofs of value that connect HubSpot capabilities to real business outcomes. • Navigate ambiguous, multi-stakeholder environments by bringing structure, clarity, and momentum to every deal. • Proactively manage and prioritize your opportunity pipeline with operational rigor and strong internal alignment. • Serve as the voice of the prospect—surfacing structured feedback to Product, Enablement, and regional leadership to sharpen positioning and roadmap. • Coach Account Executives on HubSpot functionality and value-based positioning. • Mentor junior SEs and contribute to team knowledge-sharing, deal quality, and regional SE initiatives. • Collaborate with SEs across AMER and global teams on initiatives that raise execution consistency and customer impact.

Role Description We’re looking for a Solutions Engineer to support our growing presence in Japan who can technically assist and enable our prospects. As a Solutions Engineer, you’ll be a product expert, who loves solving problems and is customer oriented. In this role, you’ll be responsible for working with prospects and partners across a variety of industries and a variety of tools to better understand their workflows. You will position the value of Censys solutions against a highly competitive landscape, prove the technology with prospects and achieve technical wins by showing how Censys adds value to their organization. As a SE at Censys, you will be involved in all phases of a sales opportunity from discovery to close! As the ideal candidate, you have both a technical and consulting services background that enables you to quickly assess and offer value to Censys’s prospects. Comprehensive understanding of SOC and AI are highly desirable. We’re looking for someone who is curious, loves to learn, empathizes with the security practitioner, and who is excited by fast-paced startup environments. - Drive the sales discovery process, helping design solutions that align to their key objectives and technical requirements - Design and present in-depth product demonstrations and technical briefings - Provide security leaders with best practices to maximize usage of the Censys Search and Exposure Management products - Drive success with the prospect’s validation of Censys technology and products - Help prospects deploy, test, troubleshoot, and advise on Censys supported integrations to prove Censys technology - Provide analysis of Censys solutions against incumbent or competitive solutions to highlight the value for the prospect - Maintain up-to-date technical and functional knowledge of the Censys products - Serve as a customer advocate in influencing product roadmap and improvements - Work closely with the Sales, Customer Success, Product, and Engineering organizations to provide a world-class customer experience Qualifications - 5+ years of experience in a Solutions Engineering, Sales Engineering, Security Consulting, Security Operations, or related customer-facing technical role - Fluent in Japanese and English, with the ability to communicate effectively with both technical practitioners and executive stakeholders - Strong understanding of cybersecurity concepts, including attack surface management, threat intelligence, vulnerability management, security operations, incident response, or related disciplines - Experience conducting technical discovery, solution design, product demonstrations, proof-of-concepts (POCs), and technical evaluations - Ability to translate complex technical concepts into clear business value for security leaders and executive audiences - Experience supporting enterprise sales cycles and partnering closely with Account Executives to drive technical wins - Strong troubleshooting and problem-solving skills, with the ability to quickly understand customer environments and workflows - Excellent communication, presentation, and relationship-building skills - Self-motivated and comfortable operating independently in a remote, fast-paced environment - Located in Japan Requirements - Experience working with enterprise security teams, SOCs, threat intelligence teams, incident response teams, or vulnerability management programs - Familiarity with security platforms such as SIEM, SOAR, EDR/XDR, TIP, ASM, CSPM, or vulnerability management solutions - Experience supporting cybersecurity sales in Japan and understanding the local security market landscape - Experience working with channel partners, resellers, systems integrators, or MSSPs - Familiarity with APIs, integrations, automation, and security workflows - Experience conducting competitive evaluations and positioning differentiated technical solutions against incumbent technologies - Knowledge of AI applications within cybersecurity, including threat detection, investigation, security operations, or analyst productivity - Previous experience in a high-growth startup or scale-up environment Benefits Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. Please discuss your specific work location with your recruiter for more information. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to your recruiter. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. To ensure the integrity of our hiring process and in attempt to facilitate a more personal connection, we require all candidates to keep their cameras on during video interviews. You may also be required to meet a Censys employee at one point during your process. Additionally, if hired, you will be invited to visit Ann Arbor, Michigan for in-person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with our Censys Privacy Policy. We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer. California Privacy Rights Notice: Pursuant to the California Consumer Privacy Act (CCPA), we are providing you with notice that we collect personal information from job applicants for business purposes, including evaluating your candidacy for employment, conducting interviews, and, if applicable, completing the hiring process. The categories of information we may collect include identifiers (such as name and contact information), professional or employment-related information (such as work history, education, and references), and other information you provide in your application. We do not sell or share your personal information. For more information on how we use and protect your personal information, and your rights under the CCPA, please refer to our Privacy Policy.

• driving the overall SAP architecture strategy and roadmap • designing large-scale SAP solutions • leading global implementation teams • mentoring junior staff • defining project scope with stakeholders • translating technical details for various audiences