Senior Customer Engineer, Federal

About this role

About the Company

Armada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. Named one of Fast Company's Most Innovative Companies and to the CNBC Disruptor 50, Armada’s solutions are deployed in over 60 countries globally for organizations ranging from energy to defense.

With nearly $500 million in funding to date, Armada is backed by leading investors including Founders Fund, Lux, BlackRock and Microsoft (M12), alongside strategic partnerships with Microsoft, Dell, Palantir, NVIDIA, SpaceX, and Skydio. We are building the infrastructure layer for sovereign and edge AI - rugged, deployable compute for customers that cannot rely on centralized cloud.

Working at Armada means taking ownership, driving autonomy, and delivering impact. You’ll tackle challenges that haven’t been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada’s mission to bridge the digital divide for customers around the world.

About the Role

The Customer Engineer plays a pivotal role in bridging the gap between technical expertise and sales acumen. This position requires a blend of technical knowledge and interpersonal skills to effectively communicate the value of complex technical solutions to potential clients. The Sales Engineer collaborates closely with the sales team to understand customer needs, provide technical demonstrations, and offer tailored solutions that address client requirements. This role is instrumental in driving revenue growth by effectively positioning the company's products or services within the marketplace.

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

What You'll Do (Key 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.

Required Qualifications

• 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 (see Technical Focus Areas below).

• 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.

Preferred Qualifications

• 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 - This specialty emphasizes expertise in scoping, qualifying, and shaping AI-powered solutions. AI development fundamentals—such as training data quality, data granularity, resolution, variability, and event detection use cases—and how these factors impact model confidence, false positives, and deployment feasibility. Defining inputs (e.g., cameras, sensors) and estimating compute requirements. Familiarity with AI frameworks (e.g., TensorFlow, PyTorch, ONNX) and the broader AI/ML lifecycle is essential, along with a strong grasp of practical AI applications.

• Modular Data Center Systems & Rack Solutions Architecture – This specialty requires strong systems integration skills and the ability to translate customer requirements into reliable, scalable infrastructure solutions. Design and integrate compute, storage, and networking systems within modular or micro data center environments; expertise in hybrid cloud and distributed computing (e.g., Azure Stack Edge); and experien

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