Solution Heroes: Yuji Higashi on Navigating SE Careers

In our latest Solution Heroes conversation, I had the privilege of speaking with Yuji Higashi, co-founder of Better Career and PreSales Collective. Yuji’s passion for helping Solutions Engineers (SEs) and sales leaders land jobs, grow their networks, and unlock new career opportunities came through loud and clear. What struck me most wasn’t just his expertise, but how deeply he connects career strategy to resilience, relationships, and long-term growth.

Yuji and his team have now supported more than 400 clients through some of the toughest job market conditions, and the lessons he shared couldn’t be more timely.

A Market in Transition

The SE job market has improved steadily, but not evenly. Yuji explained that senior individual contributors are seeing more balanced opportunities, while leadership roles remain highly competitive due to org flattening and internal hiring trends. Entry-level SEs face the steepest climb, competing against a surplus of experienced candidates.

“We’ve seen some SE leaders go back to IC roles,” Yuji noted, pointing to tighter budgets, reduced compensation, and heavier demands on leadership positions. At the same time, companies that are growing can’t hire fast enough, creating an unusual imbalance across the industry.

What Companies Really Want in SEs

Compared to a few years ago, companies are far less flexible about training. They’re now laser-focused on candidates with specific technical skills and domain expertise. But Yuji stressed that the real differentiator isn’t just technical know-how — it’s the ability to clearly communicate transferable skills.

“The most important thing we teach SEs is how to articulate their value,” he said. If you can show how your background makes you the right fit, even without every box checked, you stand out.

AI as Table Stakes

Yuji was blunt about the role of AI in today’s market: it’s no longer optional. “Being fluent in AI is becoming table stakes,” he explained. Employers expect candidates to demonstrate how they use AI tools not just for basic prompting, but to streamline workflows, automate tasks, and build creative solutions.

For first-time SEs especially, building and showcasing small AI-driven projects can make all the difference. As Yuji put it: “It’s ten times better to show it than to talk about it.”

Networking as a Career Engine

If there was one theme Yuji returned to again and again, it was the power of genuine connections. In a world where resumes and emails are often AI-generated, human-to-human interaction matters more than ever.

“You don’t know when those connections will help,” he said. “But if you consistently give to your network, it will pay dividends.” Better Career itself is built on this philosophy — referrals and relationships are at the heart of their growth.

Hiring Pitfalls from the Other Side

From the hiring manager’s perspective, Yuji pointed out three common mistakes:

1. Over-indexing on niche skills: Waiting six months for a “unicorn” candidate instead of hiring someone with potential. 
2. Overemphasizing experience: Playing it safe instead of investing in adaptable, high-upside talent. 
3. Lowballing compensation: Attracting short-term hires who quickly leave once better offers come along.

“Employers think it lowers cost,” Yuji said, “but they lose their investment when that SE leaves after 18 months.”

Comp Confidence and Career Momentum

One of Yuji’s specialties is helping candidates maximize compensation. The secret isn’t just negotiating at the end, it’s differentiating yourself at every stage of the process so that you become the “must hire” candidate.

That advantage then carries into negotiations, where Yuji encourages professionals to ask confidently, justify their value, and know the market rate. As he reminded me, “The worst-case scenario is they say no. But more often than not, you’ll get something.”

Key Takeaways

• The SE market is uneven but improving: Senior IC roles are healthier, but entry-level and leadership positions remain tight.
• Companies want specialists: Domain and technical expertise matter, but communicating transferable skills is the true differentiator.
• AI fluency is non-negotiable: Employers now expect AI to be part of your daily workflows.
• Networking beats resumes: Genuine, quality connections remain the strongest career accelerators.
• Hiring managers often miss the mark: Overemphasis on skills, experience, or lowball offers can cost companies top talent.
• Comp growth starts early: Stand out in every interaction to gain leverage when the offer comes.

Want to see the full Solution Heroes conversation with Yuji? Watch the episode here.