Solutions Architect - Strategic Capture
About The Position
As a Solutions Architect focused on Strategic Capture at Defense Unicorns, you'll serve as the primary technical point of contact during customer engagements, working closely with business development, engineering, and product teams to ensure that our offerings are both compelling and relevant to our government and defense customers. This role combines deep technical knowledge with strong communication and problem-solving skills. You’ll be responsible for delivering live product demos, maintaining infrastructure for proof-of-concept environments, and supporting the long and complex sales cycles typical in the defense sector. Your mission is to ensure that prospective customers not only understand what our technology does, but believe in what it can do for them. This is a hands-on, customer-facing role ideal for someone who thrives in fast-paced, evolving environments and is passionate about making a tangible impact on national security through technology.
Nice To Haves
- 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
Responsibilities
- 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.
Benefits
- Medical/Dental/Vision
- Premiums are 100% Company Paid
- Health Reimbursement Account
- Life Insurance
- Disability Insurance
- 401k Retirement Plan
- Company Stock Options
- Home Office Budget
- Unlimited paid time off, with a mandatory 10 days off on top of 11 federal government holidays, week of Thanksgiving, last two weeks of December (including New Year’s Day)
- Paid Parental Leave
- Reimbursement for approved trainings/subscriptions
- Conferences (travel, lodging, and fees)
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
Number of Employees
101-250 employees
