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GitLab is seeking a Senior Solutions Architect to serve as a trusted technical advisor to customers and prospects in Japan. In this role, you will explain how GitLab's AI-powered DevSecOps platform addresses business priorities and technical requirements, helping technical leaders and executives evaluate its value.
You will translate complex technology into business value and support customers through adoption, expansion, and increased consumption of GitLab products. Key responsibilities include:
- Conduct structured discovery to understand customer business priorities, development processes, challenges, and success criteria, connecting solutions to ROI.
- Collaborate with Account Executives on account strategies and customer action plans that advance opportunities from technical evaluation to contract.
- Lead technical activities including demos, workshops, proofs of concept, architecture design, and validation across Linux-based, self-managed, and air-gapped environments.
- Design DevSecOps and AI-enabled development roadmaps across the software development lifecycle, addressing processes, roles, governance, and developer experience. Plan migration efforts from Jenkins to GitLab.
- Resolve post-sale adoption challenges with post-sales teams and partners; identify expansion opportunities across use cases, business units, and products.
- Build relationships with developers and business/technical leaders; explain GitLab's competitive differentiation and address objections regarding existing tools, AI capabilities, cost, and migration effort.
- Create reusable proposals, architecture diagrams, proof-of-value plans, executive materials, and technical content. Present at webinars and marketing events.
- Share customer feedback and competitive insights with Product, Engineering, Sales, and Marketing teams. Test GitLab, AI, DevSecOps, and cloud technologies hands-on; mentor team members.
You will work within GitLab's Sales organization, collaborating asynchronously with Sales, Product Management, Engineering, Marketing, post-sales teams, and partners across regions.
REQUIREMENTS:
- Experience in technical pre-sales, solutions architecture, consulting, technical sales, or similar customer-facing roles, using structured discovery, value selling, stakeholder mapping, and consensus building.
- Practical understanding of the software development lifecycle, DevSecOps, security, and cloud technologies, with hands-on experience using GitLab or comparable source control, CI/CD, and developer collaboration platforms.
- Experience leading demos, workshops, proofs of concept, technical proposals, or solution architecture design; ability to discuss deployment, security, and operations with customer technical teams.
- Ability to explain technical trade-offs and business value to developers, technical leaders, and executives; ability to collaborate with Account Executives on opportunity strategy, adoption, and expansion.
- Familiarity with retrieval-augmented generation (RAG) and Model Context Protocol; ability to discuss their use in AI-enabled development.
- Ability to mentor team members, share reusable knowledge, and give/receive feedback with empathy.
- Fluency in Japanese and professional working proficiency in English.
- Helpful but not required: background in software development, systems integration, project/product management, developer productivity, cloud-native technologies, enterprise platform governance, post-sales recommendations, consumption-based models, or technical content creation.
