Defense Unicorns - Solutions Architect - Pre-Sales

• 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 • The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization. We are seeking a dynamic individual who is able to adapt and take on new responsibilities as they arise. • Preferred Experience and 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