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Sales Engineer

United States (Remote)

About the Company

Armada is an edge computing startup that provides computing infrastructure to remote areas where connectivity and cloud infrastructure is limited, as well as areas where data needs to be processed locally for real-time analytics and AI at the edge. We’re looking to bring on the most brilliant minds to help further our mission of bridging the digital divide with advanced technology infrastructure that can be rapidly deployed anywhere.

About the Role

We are looking for a motivated and experienced Account Executive to join our Federal Sales team, focusing on the Civilian Government sector. In this role, you will be responsible for driving new business and expanding existing accounts within the federal civilian agencies. You will leverage your deep understanding of the federal government’s needs, procurement processes, and decision-making structures to build relationships, identify opportunities, and close deals.

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

What You'll Do (Key Responsibilities)

  • Technical Consultation: Provide expert-level 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.
  • Product Demonstrations: Lead technical demonstrations, proof-of-concepts, and workshops to showcase features, functionalities, and benefits of the company’s offerings.  Tailor demonstrations and provide specific examples to address specific client pain points and use cases.
  • Internal Partnership: Partner with Sales, Product, Engineering, and Marketing teams throughout the pre-sales process, including participating in customer meetings, responding to technical questions, and assisting with proposal preparation.  Identify and connect the right internal resources to assist in the deal cycle.
  • Customer Relationship: Cultivate strong relationships with key stakeholders, including technical decision makers and influencers within client organizations.  Serve as a trusted advisor by understanding their challenges and offering strategic insight.
  • Market Intelligence: Stay ahead of industry trends, competitive developments, and emerging technologies in AI, connectivity, and edge computing.  Leverage market insights to identify opportunities for product innovation and differentiation.
  • Training and Enablement: Conduct training sessions for internal sales teams to enhance their understanding of technical concepts, product features, and selling strategies.  Provide ongoing support and enablement resources to empower sales representatives in their client interactions.
  • Travel as needed to support customer engagements, marketing events, and partnership activities.

Required Qualifications

  • Bachelor’s degree in Computer Science, Computer Engineering, Electrical Engineering, or related field.  Advanced degree is a plus.
  • 5+ years proven experience in a pre-sales, sales engineering, or solution architecture role within the technology sector.  SaaS, AI, or hardware engineering preferred.
  • Strong knowledge of technical concepts related to Armada’s products or services including SaaS/PaaS, AI/ML, satellite, and/or edge computing architectures, with the ability to articulate complex ideas clearly and compellingly.
  • Excellent communication and presentation skills, with the ability to engage and influence both technical and non-technical audiences.
  • Demonstrated problem-solving abilities and a customer-focused mindset.
  • Self-starter with a strategic mindset and ability to thrive in a fast-paced, dynamic environment and manage multiple priorities simultaneously.

Preferred Qualifications

  • Prior experience with MEDDPICC or similar framework, and managing to a sales process.
  • Experience working with or selling to MSPs, telcos, Oil & Gas, or industries requiring remote and austere connectivity.
  • Technical Focus Areas:
    • AI and EdgeAI: Familiarity with AI-driven solutions, inference, training, and model development and AI/ML toolchain. Experience with AI frameworks (TensorFlow, PyTorch, ONNX) and AI/ML infrastructure.
    • Platform focus: Knowledge of distributed computing principles, cloud-to-edge workflows, and hyperconverged infrastructure. Experience with edge devices, gateways, micro-datacenters, virtualization, networks, and containerization.
    • Connectivity focus:  Deep understanding of network architectures (LAN, WAN, SD-WAN) and centralized connected device management. Hands-on experience with satellite communications (Starlink, VSAT, LEO/MEO/GEO solutions). Hands-on experience with IoT sensors, cameras, or other connected devices.  Experience with device integration (including RESTful APIs, WebSockets, and gRPC) and telemetry & monitoring APIs (SNMP, NETCONF, gNMI, OpenConfig).

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

#LI-LL1

#LI-Remote

Compensation

$150,000 - $230,000 USD

You're a Great Fit if You're

  • A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge 
  • A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude 
  • Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company
  • A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda 
  • Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you 

Equal Opportunity Statement

At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time.

 

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