Senior Presales Consultant – Japan (Tokyo)

Job description details

Intro

Are you passionate about cybersecurity and helping businesses find the right technical solutions? Do you enjoy combining technical expertise with customer engagement, strategic thinking, and relationship building?

We are looking for an experienced and motivated Senior Presales Consultant to join our team in Tokyo, Japan.

In this role, you will act as a trusted technical advisor to customers, partners, and internal stakeholders, helping organizations strengthen their cybersecurity posture with Hornetsecurity’s solutions. You will play an important role in supporting our growth in the Japanese market while working closely with local sales teams and international colleagues.

As a senior member of our Presales organization, you will lead complex technical engagements, support strategic business opportunities, share your expertise, and contribute to the continuous development of our presales capabilities.

This is a full-time position based in Tokyo, Japan, with a hybrid working model.

Your Job

• Lead complex presales engagements throughout the sales cycle, from initial discovery and technical consultation to solution design, validation, and successful handover to Customer Success teams.
• Act as a trusted technical advisor to customers, channel partners, and internal stakeholders, helping them understand the value of Hornetsecurity’s cybersecurity solutions.
• Deliver engaging product demonstrations, technical presentations, workshops, and solution discussions tailored to both technical and business audiences.
• Support strategic sales opportunities by leading proof-of-concepts (POCs), technical evaluations, and customer engagements.
• Build and maintain strong technical relationships with customers, distributors, managed service providers (MSPs), and other channel partners in Japan.
• Take ownership of technical responses to RFPs, RFIs, tenders, and security questionnaires.
• Work closely with local sales teams to understand customer challenges and translate business requirements into effective technical solutions.
• Collaborate with international Presales, Product Management, and Development teams, sharing customer feedback and market insights to support product improvements.
• Support partner enablement through technical training, onboarding sessions, and knowledge sharing.
• Contribute to the continuous improvement of presales processes, technical documentation, demo environments, and best practices.
• Share your expertise with colleagues and support the technical development of the wider Presales team through mentoring and coaching.
• Represent Hornetsecurity at customer meetings, partner events, webinars, and industry conferences in Japan.

Your Profile

• Several years of experience in Presales, Sales Engineering, Solution Consulting, Technical Consulting, or a similar customer-facing technical role, ideally within the Japanese IT or cybersecurity market.
• Strong technical knowledge of cybersecurity, cloud services, and Microsoft 365 environments.
• Hands-on experience delivering technical demonstrations, workshops, POCs, and solution architecture discussions.
• Experience working with enterprise customers, channel partners, distributors, or managed service providers.
• Proven ability to lead complex technical sales cycles involving multiple stakeholders and business decision-makers.
• Excellent presentation, communication, and relationship-building skills, with the confidence to engage both technical and non-technical audiences.
• Strong commercial awareness and the ability to translate technical solutions into clear business value.
• Experience responding to RFPs, RFIs, security questionnaires, and other formal procurement processes.
• Fluent Japanese language skills, enabling you to communicate confidently with local customers and partners.
• Business-level English language skills to collaborate effectively with international teams and stakeholders.
• A proactive, independent, and customer-focused working style, with strong organizational skills and attention to detail.
• Passion for cybersecurity, continuous learning, and emerging technologies.
• Experience mentoring colleagues, sharing knowledge, and contributing to a collaborative team environment.
• Relevant Microsoft, cloud, cybersecurity, or industry certifications are an advantage.

Your Benefits

• Free space for innovation and independent action in a fast-growing international company with a promising future.
• Short decision paths and flat hierarchies in an open work atmosphere.
• Personal and professional development opportunities.
• Flexible working time that suits your work-life balance.
• 20 vacation days.
• Health insurance plan.
• Office events in Tokyo.
• We also offer a Temporary Employee Exchange Program that allows you to work at our global office locations and explore the world.