For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.
Smartsheet is looking for a Principal Solutions Engineer who has a passion for solving complex challenges and driving value for strategic customers. In this role, you will partner directly with senior sellers to provide technical leadership throughout the sales process, navigating intricate deal cycles, providing value-based demonstrations, and serving as a trusted advisor to prospects and clients throughout their evaluations. Beyond sales partnerships, you will serve as the GTM voice of the customer in product planning and roadmap initiatives. You will be a force multiplier within the Solutions Engineering organization that is on a mission to grow revenue and to empower anyone to drive meaningful change — for themselves, their businesses, and the world.
This strategic role is based in Tokyo and part of the Go-To-Market team reporting into the Director, Solutions Engineering APJ based in Sydney, Australia.
You Will:
- Identify, build, and demonstrate highly innovative solutions to solve complex business challenges for strategic and advanced Smartsheet customers
- Lead complex technical sales engagements, collaborate closely with account teams to identify customer requirements, summarize challenges, design solutions, and provide advanced technical guidance that demonstrates the value of Smartsheet's offerings
- Conduct advanced technical discovery sessions to uncover business processes and challenges to inform winning sales and solution delivery strategies
- Establish yourself as a strategic partner to leadership across SE, Sales, Product, Customer Success, and Professional Services teams to ensure our solutions align with customer needs
- Know the product inside and out; continuously grow and maintain strong knowledge for all Smartsheet products, services, and competitors
- Actively seek and lead opportunities for cross-functional collaboration and partnership with various departments to support and execute strategic plans and initiatives
- Leverage your deep expertise to proactively consult, coach, and mentor senior team members and sales partners
- Partner with Senior SE, Product and Engineering teams to represent the voice of our strategic and advanced customers and influence product roadmaps
- Influence and drive strategic program execution within the Solutions Engineering department
- Leverage your expertise on industry trends and Smartsheet best practices to influence our market positioning, and present at important engagements with analysts and industry experts
- Periodically travel to important customer sites and attend industry events as a technical and business subject matter expert
You Have:
- Minimum of 12+ years of experience as a Pre-sales Solutions Engineer, Solutions Consultant, Solution Architect, or related field in the SaaS and enterprise B2B software industry
- Communication skills: Native-level Japanese and business-level English (verbal and written)
- Critical thinking skills, a growth mindset, and proven experience analyzing, evaluating, and synthesizing complex problems
- Previous experience working with relevant SaaS enterprise software
- Strong technical skills and comfort working in ambiguous, high visibility, and high-pressure situations
- High level of motivation, self-starter, team-player with the ability to deliver within defined timelines
- Ability to convey complex technical concepts to both technical and non-technical audiences
- Experience taking a consultative approach to problem solving and positioning technology
- Advanced communication and presentation skills, with the ability to seamlessly adapt communication style to various personas, and convey technical information to both technical and non-technical audiences
- Demonstrated experience taking an ownership role in partnering with senior cross-functional teams to execute strategic projects that support the customer journey
- Relentless curiosity, creativity, and a commitment to excellence
- Currently resides in Japan. Willing to travel (up to 50%) based on business need
Get to Know Us:
At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together.
Equal Opportunity Employer:
Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.
If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.
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