Solutions Architect - Pre-Sales

About the role

This role combines deep technical knowledge with strong communication and problem-solving skills. You’ll be responsible for delivering live product demos, maintaining infrastructure for proof-of-concept environments, and supporting the long and complex sales cycles typical in the defense sector.

Responsibilities

• Act as a trusted advisor for customers and their technical needs, challenges, and goals during pre-sales engagements
• Participate in sales calls and business development meetings, often as the primary technical contact; travel as required to support on-site engagements
• Discover real mission needs beyond surface-level requirements; ask probing questions to understand the core mission challenges and align our solutions accordingly
• Architect solutions based on potential customer requirements and articulate those solutions
• Maintain technical demo environments and lead live, hands-on demonstrations of our UDS Core platform and capabilities
• Build and deliver technical proof-of-concepts, including live installations and technical walkthroughs to validate platform capabilities in real time
• Support the long defense sales process by staying engaged by delivering small proof-of-concepts, follow-up demos, and ongoing pre-sales technical support

Qualifications

• Strong understanding of Kubernetes, cloud infrastructure (AWS, Azure), and automation tools (Terraform, OpenTofu, etc.)
• Ability to clearly explain complex systems to a variety of audiences, from deeply technical engineers to non-technical stakeholders
• Comfortable doing live deployments, troubleshooting in real time, and adjusting depth on the fly depending on the room’s technical background
• Able to read the room, admit mistakes, pivot as needed, and keep demos engaging and informative
• Collaborative by nature to play well with cross-functional teams and prepare with your sales counterparts to tailor your approach for every engagement
• Proactive and self-directed in building and maintaining infrastructure, finding answers, and pushing opportunities forward even when it gets hard
• Passionate about the national security mission and motivated by the opportunity to make a real impact, solving real problems for people in mission-critical roles

Benefits

• Full compensation packages are based on candidate experience.
• The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization.