Solutions Architect

The Role

TurbineOne is hiring a Solutions Architect / Sales Engineer to serve as the technical bridge between customers, sales, and product teams. This role ensures that technical fit is validated early, deployable architectures are designed, and demos and pilots are run that convert into real contracts. It partners with Business Development while protecting Engineering focus to scope deployments correctly, build customer trust faster, and turn technical curiosity into real adoption.

This is a pre-sales technical leadership role, not a product development role. The long-term measure of success for this function is if the company's strategic engagements are priced well to balance risk and financial margins.

What You'll Do

• Customer Technical Engagement
  • Lead technical discovery sessions with operators, PMs, and acquisition teams.
  • Design FPS solution architectures aligned to customer sensors, platforms, and workflows.
  • Serve as a trusted technical advisor during pilots, evaluations, and proposal cycles.
  • Deliver technical briefings to both engineering teams and senior leadership.
  • Build and maintain demo environments reflecting real mission use cases.
  • Operate Edgeworks demo stacks for customer visits and field trials.
  • Ensure demos are reliable, repeatable, and aligned with current product capability.
  • Support pilot deployments and technical validation.
• Technical Sales Support
  • Partner with Sales Principals to design technically credible solutions.
  • Scope deployments to ensure mission success and realistic pricing.
  • Contribute technical content to RFIs/RFPs when needed.
  • Help Sales explain FPS architecture, integration paths, and operational impact.
• Internal Translation & Feedback Loop
  • Translate customer problems into structured product feedback.
  • Convert field insights into actionable user stories for the Engineering team.
  • Identify gaps in product usability, deployment workflows, or documentation.
  • Help prioritize features based on real operational needs.

What This Role Is Not

• A software engineering role.
• Not responsible for long-term engineering strategy.
• A "defense capture" or policy role.

How This Role Works With Others

• Business Development: Sales opens doors. Solutions Architect proves the tool works and then scopes the customer integration.
• Engineering: Engineering builds the product. Solutions Architect ensures it fits within the customer's existing operations and systems.
• Mission Team: This is the non-technical customer success team. Solutions Architect ensures engagements are scoped correctly so that the Mission team can be set up for success.

Required

• 5–10+ years in Sales Engineering, Solutions Architecture, technical pre-sales, or similar role.
• Experience with complex software systems, edge computing, military intelligence workflows, or sensor integration.
• Strong ability to explain technical systems clearly to operators and acquisition teams.
• Experience running demos, pilots, or technical evaluations.
• Comfortable working with DoD, IC, or allied defense customers.
• Willingness to travel to customer sites and field environments.

PREFERRED

• Experience with AI, military targeting / Intel / Fires, or sensor-driven workflows.
• Background in defense operations, systems engineering, or mission integration.
• Experience building demo stacks or prototype environments.
• Active or prior security clearance.