Solution Engineer, JP

Airwallex

Tokyo, Japan

On-siteCareer-pivot friendly

Who this role is best for

Geared toward technical professionals comfortable with complex API integrations and cross-functional collaboration in Japan.

Best fit for

Candidates with experience in financial services and a track record of building scalable technical processes
— “A builder mindset and willingness to help create repeatable processes, assets, and standard patterns that scale.”
Professionals with native Japanese fluency and strong business-level English communication skills
— “Native Japanese, Business level English.”

Things to consider

This role requires direct engagement with both technical and non-technical stakeholders across teams
— “Confidence working with commercial teams, product teams, and customer stakeholders.”
Candidates must be prepared to lead technical discovery and qualification sessions with clients
— “Lead technical discovery and qualification with prospective customers.”

How to stand out

Highlight experience in translating business needs into technical architectures during interviews
— “Translate customer requirements into solution designs and product mapping.”
Emphasize your ability to explain complex technical concepts clearly to non-technical audiences
— “Ability to explain technical concepts clearly to both technical and non-technical audiences.”
Showcase your history of creating reusable solution assets and standard patterns
— “Create reusable solution assets, playbooks, and standard patterns that improve leverage across repeatable deal types.”

Pace · Fast PacedCollaboration · HighAutonomy · MediumDecision Impact · Team

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

technical coverage improvement
deal velocity increase
consistent qualification of complex opportunities

Typical background

solution engineeringsales engineeringimplementation

Skills & requirements

Required

Solution EngineeringTechnical Pre-sales SupportAPI And IntegrationCustomer DiscoverySolution DesignTechnical Stakeholder CommunicationCommercial Awareness

Preferred

Financial ServicesPayment SystemsSaas Platforms

Stack & domain

ApisTechnical IntegrationsSolution DesignCustomer WorkshopsDemosArchitecture DiscussionsRFP ResponsesSecurity ReviewsTechnical Objection HandlingCommercial AwarenessCommunication SkillsTechnical ConceptsMicrosoft Office SuiteCustomer EmpathyClear CommunicationProblem-solvingTeamworkLeadershipFinancial ServicesPaymentsSaasPlatform Environments

About the role

Original posting from Airwallex via Ashby

ABOUT AIRWALLEX
Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.
We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.
We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full.
THE ROLE
As a Solutions Engineer, you will support Embedded Finance, Payment Acceptance & wider opportunities across the Japan organisation. This role partners closely with commercial teams to provide technical pre-sales support across complex payments and integration led deals. You will help qualify customer requirements, shape solution design, manage technical stakeholder conversations, and improve execution through the sales cycle.
This is a role for someone who combines strong technical judgment with customer empathy, clear communication, and commercial awareness. The role is intended to improve technical coverage, increase deal velocity, and create more consistency in how complex opportunities are qualified and progressed.
WHAT YOU’LL BE DOING
Support Embedded Finance and Payment Acceptance opportunities across frontbook and backbook merchants and the Japan organisation, including but not limited to complex API and integration opportunities.
Lead technical discovery and qualification with prospective customers.
Translate customer requirements into solution designs and product mapping.
Run customer workshops, demos, and architecture discussions.
Validate technical use cases, integrations, and implementation approaches.
Support RFP responses, security reviews, and technical objection handling.
Coordinate internally with Commercial, Product, Engineering, Compliance, and Implementation teams to move deals forward.
Create reusable solution assets, playbooks, and standard patterns that improve leverage across repeatable deal types.
Help customers and internal stakeholders understand trade offs, implementation considerations, and the best path to value.
WHAT YOU’LL NEED
Minimum of 4 years experience in solution engineering, solutions consulting, sales engineering, implementation, or a similar customer facing technical role across financial services
Native Japanese, Business level English
Strong understanding of APIs, technical integrations, and solution design in financial services, payments, SaaS, or platform environments.
Ability to run effective discovery, understand business and technical requirements, and turn them into clear recommended solutions.
Strong communication skills and confidence working with commercial teams, product teams, and customer stakeholders.
Ability to explain technical concepts clearly to both technical and non-technical audiences.
Strong problem-solving skills, sound technical judgment, and a practical approach to trade-offs.
A builder mindset and willingness to help create repeatable processes, assets, and standard patterns that scale.
Experience in payments, embedded finance, marketplaces, platforms, or complex financial infrastructure is highly valued.
APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS
To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page.
Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.
EQUAL OPPORTUNITY
Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

Source: Airwallex careers (Ashby)