Turnitin is your partner in education with integrity. Turnitin’s originality checking and authorship investigation services ensure academic integrity, promote critical thinking, and help students improve their authentic writing. Turnitin provides instructors with the tools to prevent plagiarism, engage students in the writing process, and provide personalized feedback. Turnitin is used by more than 30 million students at 15,000 institutions in 140 countries. Turnitin is headquartered in Oakland, Calif., with international offices in Newcastle, U.K., Utrecht, Netherlands, Melbourne, Australia, Seoul, Korea and throughout Latin America.

We are searching for people who demonstrate a passion for education and technology, are collaborative and entrepreneurial in spirit, and who can contribute to our continuing success and growth. In return, Turnitin offers a great benefits package and provides challenging and inspiring work.

役職名
ソリューション・エンジニア

Job Title
Solutions Engineer

報告先
北東アジア・エリア・ディレクター

Reports To
​​​​​​​NE Asia Area Director

概要

Turnitin Japan, LLCは、セールスライフサイクルにおいてTurnitin製品のエキスパートとして活躍するソリューション・エンジニアを募集しています。この職務は北東アジア・エリア・ディレクターの直属として、Turnitin製品の導入と利用促進を目的とした技術的な営業サポートとデモンストレーションを担当します。
 

ソリューション・エンジニアは、教育機関や研究機関、およびこれらの機関のIT部門担当者に対して、製品の機能と特性を明確に説明します（製品利用者へのプレゼンテーション、技術担当者と信頼関係の構築し、技術的な議論ができることが求められます。）また、担当するアカウントの技術的な問題や懸念を特定し、解決策を提案するスキルが求められます。
 

ターンイットイン(Turnitin)について

Turnitinは、学習・研究における誠実・公平さを推進し、そのためのフィードバックや採点・評価に関するソリューションを提供する、世界有数のプロバイダーです。Turnitinは25年に渡って教育機関と提携し、学問における誠実性、公平性、一貫性を推進してきました。Turnitin製品は、生徒へ「アカデミック・インテグリティ」を指導するためのツールとして教員に使われ、学生や研究者が自信を持って独自の成果を発表するためのツールとして使われてきました。Turnitinは、オーストラリア、ドイツ、インド、インドネシア、日本、韓国、メキシコ、オランダ、フィリピン、スウェーデン、ウクライナ、英国、米国に拠点を構えています。「Turnitin Feedback Studio」「Gradescope」「iThenticate」「Turnitin Originality」「Turnitin Similarity」「ExamSoft」「ProctorExam」「Ouriginal」といったTurnitinの各種のソリューションはこれまでに、教育機関や出版社、企業などの1万6,000以上の団体に導入されています。

Job Overview

Turnitin Japan, LLC is seeking a Solutions Engineer to serve as an expert on the Turnitin product suite during the sales life cycle. This role reports to the NE Asia Area Director and is responsible for providing technical sales support and demonstrations,  in order to promote adoption of Turnitin technology. 

The Solutions Engineer articulates technology functionality and product positioning to both institutions and technical users (equally talented in telling a story to institutional users and in having credible in-depth technical discussions with technology experts). This role must be able to identify all technical issues of assigned accounts and develop/position solutions to address concerns and to establish strong relationships throughout the sales cycle.

When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in the global education space. For more than 20 years, Turnitin has partnered with educational institutions to promote honesty, consistency, and fairness across all subject areas and assessment types. Over 16,000 academic institutions, publishers, and corporations use our services: Gradescope by Turnitin, iThenticate, Turnitin Feedback Studio, Turnitin Originality, Turnitin Similarity, ExamSoft, and ProctorExam.

業務概要

製品やプラットフォームに関する機能的・技術的知識を持ち合わせ、製品の営業・導入する際に、営業およびクライアント/カスタマーサクセスチームをITの技術的な観点からサポートする役割です。業務内容には顧客に合わせた製品デモの提供、プリセールス用の資料作成、社内外ミーティングへの出席、必要に応じてカンファレンスとイベントへの参加などが含まれます。

Summary of Role

Provides pre-sales support and has in-depth functional and technical knowledge of products and platforms, providing support and guidance for Sales and Client/Customer Success team members, partnering closely with all members of the team to enable the Customer to accept or develop their service with the Company. This includes providing bespoke tailored demos, working on pre-sales documentation, attending meetings, attending conferences and events as needed. 

主な業務と責任

• 営業チームとクライアント/カスタマーサクセスチームに技術的な営業サポートを提供し、売上と成長の目標を達成する。
• 営業チームと協力し、複数の業種、ペルソナ、聴衆を対象とした製品デモを作成および提供する。
• 営業チームをサポートし、顧客の課題を把握した上で、効果的で説得力のあるデモを提供する。
• 入札案件の際にRFIやRFPの作成に向けて機能や技術的な部分をサポートする。
• セールスプロセスにおいて、技術的な質問事項を含む顧客のニーズ・アセスメントと問題解決に向けたヒアリングを担当。リクエストに応じてオンサイトミーティングに参加、見込み顧客へのプレゼンテーションを行う。
• 技術的な質問に対応する。

• T&I（トレーニング・導入担当）およびクライアント/カスタマーサクセスチームと協力し、顧客の成功に向けてニーズ、契約条件、技術要件を特定し、顧客の問題や技術的な課題を解決するソリューションを提供する。
• セールスサイクルの中で、T&ICチームと協業して見込み顧客のトライアル/パイロットプログラムを管理する。
• カンファレンス、訪問/出張、デモンストレーションなどにおいて、技術的および機能的な製品価値を顧客に説明する。
• プライバシー、システム連携など専門的なトピックについて、チームをサポートする。

Main Tasks and Responsibilities

• Provides technical sales support to Sales and Client/Customer Success teams to meet revenue and growth objectives
• Working with Sales, responsible for development and delivery of product demonstrations targeting multiple verticals, personas and audiences - supporting the sales lead to craft a bespoke high impact demo which will resolve the customers pain points and provide an effective compelling solution.  
• Support Sales in drafting and responding to functional and technical elements of RFIs/RFPs in support of any tenders or requests for pitches 
• Responsible for performing client/customer needs assessments and solution finding sessions, including technical questionnaires to be completed during the sales process 
• Travel to onsite meetings throughout the sales territory for on-site prospect presentations to support as requested, tackling technical questions and ensuring any remaining questions are handled afterwards 
• Work with T&I and Client/Customer Success teams to ensure strategic customer success and transitions by identifying needs, contract terms, and technical requirements within the Client and working together to provide solutions to customer problems and technical hurdles.
• Manage the Trial/Pilot programmes with the T&IC team for prospective clients in the sales cycle 
• Responsible for representing the product value, both technically and functionally to customers at events such as conferences, on-site visits, demonstrations, etc.
• Support teams with subject matter expertise on topics such as Privacy, Integrations, etc.

応募資格

• 関連する学問の学士号（またはそれ以上）または同等の実務経験
• Turnitin製品群を習得するために活用できるSaaS製品の技術的知識
• CRMの利用経験（Salesforceの経験があれば尚可）
• シングルサインオンの認証方式を理解する
• すべての組織レベルに対する強いコミュニケーション能力 
• 大勢の聴衆の前でプレゼンテーションができる
• 見込み客/顧客と迅速に関係を構築する能力
• 高い組織力と効率的な時間管理
• 日本語ネイティブ/ビジネス英語

Qualifications

• Bachelor’s degree (or higher) in a related study or equivalent work experience
• Technical knowledge of SaaS products that can be leveraged to learn Turnitin product suite 
• Experience operating within a CRM (Salesforce experience is a plus)
• Understanding of single sign on authentication methods
• Strong communication skills to all organizational levels 
• Ability to present in front of large audiences
• Ability to build relationships quickly with prospects/customers
• Highly organized and efficient at time management
• Japanese Native/Business English

Our Mission is to ensure the integrity of global education and meaningfully improve learning outcomes. 

Equality Statement

Turnitin LLC and all related Group and Subsidiary Companies are committed to the policy that all persons have equal access to it programs, facilities and employment without regard to race, color, ancestry, national origin, age, gender, sexual orientation, gender identity, age, religion, creed, disability, medical condition, genetic information, marital or veterans status.

Our Values underpin everything we do.

• Customer Centric - We realize our mission to ensure integrity and improve learning outcomes by  putting educators and learners at the center of everything we do.
• One Team - We strive to break down silos, collaborate effectively, and celebrate each other’s successes.
• Global Mindset - We respect local cultures and embrace diversity. We think globally and act locally to maximize our impact on education.
• Accountability- Holds oneself responsible for required actions, and ensures that team members/colleagues/ peers also own responsibility for their designated tasks while meeting collective team and company goals. All in service of creating a high performing environment
• Collaboration & Influencing- Effectively communicates and cooperates with peers, partners, leaders & customers to achieve outcomes. Builds relationships and creates an environment wherein people can naturally work together for the good of the company and our customers.
• Integrity - We believe integrity is the heartbeat of Turnitin. It shapes our products, the way we treat each other, and how we work with our customers and vendors.

Seeing Beyond the Job Ad

At Turnitin, we recognize it’s unrealistic for candidates to fulfil 100% of the criteria in a job ad.  We encourage you to apply if you meet the majority of the requirements because we know that skills evolve over time. If you’re willing to learn and evolve alongside us, join our team!  

Turnitin, LLC is committed to the policy that all persons have equal access to its programs, facilities and employment without regard to race, color, ancestry, national origin, age, gender, sexual orientation, gender identity, age, religion, creed, disability, medical condition, genetic information, marital or veterans status, domestic partner status, AIDS or HIV status, height, weight, or association with members of a protected class.