Senior Customer Engineer, Federal

Armada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. The Customer Engineer plays a pivotal role in bridging the gap between technical expertise and sales acumen, providing technical demonstrations and tailored solutions to meet client needs.

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

Requirements:

• 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
• 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
• Prior experience with MEDDPICC, Challenger Sale, Command of the Message etc.; and managing to a sales process
• Demonstrable expertise in one or more Technical Focus Areas: AI & Edge AI Solution Architecture, Modular Data Center Systems & Rack Solutions Architecture, Asset Management Systems & Integration Architecture