Solutions Architect - Pre-Sales (FedD154)

Role overview

A pre-sales Solutions Architect role supporting a government contractor's defense-sector customers. The position serves as the primary technical point of contact during customer engagements, combining deep technical expertise with strong communication and problem-solving skills to support long, complex sales cycles. The work centers on live product demonstrations, proof-of-concept environments, and translating real mission needs into tailored solutions. U.S. citizenship is required.

Responsibilities

- Act as a trusted technical advisor during pre-sales engagements, understanding customer challenges, goals, and core mission needs - Participate in sales calls and business development meetings, often serving as the primary technical contact, with travel as required for on-site engagements - Ask probing questions to surface mission-critical requirements beneath surface-level asks and align solutions accordingly - Architect solutions based on prospective customer requirements and clearly articulate the technical approach - Maintain technical demo environments and lead live, hands-on platform demonstrations, including walkthroughs that validate capabilities in real time - Build and deliver technical proof-of-concepts, including live installations and follow-up demos, supporting extended sales processes through ongoing pre-sales technical engagement

Nice to have

- Solid understanding of Kubernetes, cloud infrastructure (AWS, Azure), and infrastructure automation tools such as Terraform or OpenTofu - Ability to explain complex systems clearly to audiences ranging from deeply technical engineers to non-technical stakeholders - Comfort with live deployments, real-time troubleshooting, and adjusting technical depth on the fly based on the room - Strong situational awareness, willingness to admit mistakes, and skill at keeping demos engaging and informative - Collaborative mindset for working across cross-functional teams and tailoring approach per engagement - Proactive, self-directed approach to building infrastructure, finding answers, and pushing opportunities forward - Genuine passion for the national security mission and solving real problems for people in mission-critical roles

Benefits and work setup

- Fully remote position based anywhere in the United States - Base salary range of $148,750 to $201,250 USD, benchmarked nationally and based on candidate experience - 100% company-paid medical, dental, and vision premiums - Health Savings Account, life insurance, and disability coverage - 401(k) retirement plan with company stock options and a home office budget - Flexible Time Off plus federal holidays, an additional week for Thanksgiving, and two weeks for the Christmas and New Year's period - Paid parental leave - Reimbursement for approved trainings, subscriptions, and conference attendance (travel, lodging, and fees) - Equal opportunity employer committed to diversity; candidates who meet most but not every qualification are encouraged to apply