Sales Engineer - Federal

About the Role

The Sales Engineer plays a pivotal role in bridging the gap between technical expertise and sales acumen. This position requires a blend of technical knowledge and interpersonal skills to effectively communicate the value of complex technical solutions to potential clients. The Sales Engineer collaborates closely with the sales team to understand customer needs provide technical demonstrations and offer tailored solutions that address client requirements. This role is instrumental in driving revenue growth by effectively positioning the company's products or services within the marketplace.

Location. This role is remote in the continental United States.

What You'll Do (Key Responsibilities)

• Bring a high-ownership self-starting mindset with a willingness to fill gaps solve problems and support the team. Thrive in ambiguity step up without waiting for direction and contribute beyond your role to drive shared success.

• Provide expert technical guidance to customers and sales peers regarding Armada’s products and services.  Understand client challenges and propose the appropriate solutions to meet their needs.

• Lead technical demonstrations proof-of-concepts and workshops to showcase features functionalities and benefits of the company’s offerings.  Tailor demonstrations and execute workshops to address specific client challenges.

• Collaborate cross-functionally to support sales including customer engagements technical scoping and proposal development. Influence and align internal teams to drive solution strategy resource prioritization and successful business outcomes.

• Cultivate strong relationships with key client stakeholders including technical decision makers and influencers.  Serve as a trusted advisor through thought leadership understanding their challenges and providing tailored solutions based on technical business needs.

• Stay ahead of industry trends competitive developments and emerging technologies. Leverage market awareness to identify opportunities for product innovation and differentiation.

• Enhance field team understanding of technical concepts product features and selling strategies.  Provide ongoing support and enablement resources to empower sales representatives in their client interactions.

Required Qualifications

• U.S. citizenship and eligibility for a Secret or higher security clearance.

• Bachelor’s degree in Computer Science Engineering or related field; advanced degree is a plus.

• 5+ years proven experience in a pre-sales sales engineering or solution architecture role supporting technical products.

• Conceptual understanding of networking and connectivity fundamentals including IP addressing firewalls SD-WAN and satellite or cellular-based communication systems (e.g. Starlink LTE/5G).

• Familiarity with cloud platforms virtualization or containerization technologies and modern enterprise infrastructure.

• Proficiency in at least one core technical domain such as AI/ML infrastructure connected devices or data center systems (see Technical Focus Areas below).

• Working knowledge of cloud platforms modern networking concepts and containerization or virtualization technologies.

• Excellent communication and presentation skills with the ability to engage and influence both technical and non-technical audiences.

• Strong problem-solving mindset with the ability to navigate ambiguity and drive clarity.

• Self-starter who thrives in dynamic environments and effectively manages multiple priorities.

• Must be willing and able to travel including potential international travel as business needs dictate.

Preferred Qualifications

• Prior experience with MEDDPICC Challenger Sale Command of the Message etc.; and managing to a sales process.

• Prior experience with MSPs Telcos Oil & Gas or Utilities.

• Experience working with or selling physical products including familiarity with logistics supply chain operations import/export processes and customs requirements

• Demonstrable expertise in one or more Technical Focus Areas:

  • AI & Edge AI Solution Architecture - This specialty emphasizes expertise in scoping qualifying and shaping AI-powered solutions. AI development fundamentals—such as training data quality data granularity resolution variability and event detection use cases—and how these factors impact model confidence false positives and deployment feasibility. Defining inputs (e.g. cameras sensors) and estimating compute requirements. Familiarity with AI frameworks (e.g. TensorFlow PyTorch ONNX) and the broader AI/ML lifecycle is essential along with a strong grasp of practical AI applications.

  • Modular Data Center Systems & Rack Solutions Architecture – This specialty requires strong systems integration skills and the ability to translate customer requirements into reliable scalable infrastructure solutions.  Design and integrate compute storage and networking systems within modular or micro data center environments; expertise in hybrid cloud and distributed computing (e.g. Azure Stack Edge); and experience with virtualization and containerization platforms (e.g. VMware Docker Kubernetes).

  • Asset Management Systems & Integration Architecture :  This specialty emphasizes expertise in connected device ecosystems remote field deployments and real-time asset telemetry. Integration of remote field assets such as IoT sensors and camera systems; understand connectivity and deployment challenges in remote environments; and communication networks including Starlink cellular/5G and SD-WAN solutions (e.g. Cradlepoint Peplink). Hands-on experience integrating devices and/or telemetry protocols such as RESTful APIs WebSockets and SNMP.

Citizenship Requirements

For select roles due to the nature of our clientele and the technologies involved there may be specific nationality or citizenship indicated in the required qualifications section. These roles may involve access to sensitive information that is subject to export control regulations or other legal restrictions. In such cases employment offers will be contingent upon your ability to comply with these requirements.

Compensation & Benefits

For U.S. Based candidates: To ensure fairness and transparency the on-target earnings salary range for this role for candidates in the U.S. are listed varying based on location experience skills and qualifications.  In addition to the salary this role will also be offered equity and subsidized benefits (details available upon request).

Benefits

• Medical dental and vision (subsidized cost)

• Health savings accounts (HSA) flexible spending accounts (FSA) and dependent care FSAs (DCFSA)

• Retirement plan options including 401(k) and Roth 401(k)

• Unlimited paid time off (PTO)

• 15 paid company holidays per year

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Compensation

$150000—$230000 USD