Solutions Engineer

goTenna • Fairfax, VA

9h

About The Position

Solutions Engineers are the technical sales support for goTenna’s customer accounts--ultimately driving the technical strategy and enablement necessary to grow and scale customer relationships.. As part of the Solutions Architecture team, these individuals are anchored by their deep technical knowledge, ability to build relationships, externally and internally, and navigate working across all necessary stakeholders to develop, plan, and deploy goTenna products in order to solve customer needs. As a Solutions Engineer, you will be expected to deeply understand the customer's problems, collaborate with cross functional teams to solve it, and partner with the Growth Business Development Managers (BDMs) to ensure continued customer and mission success. You will combine deep technical fluency with a sophisticated understanding of government acquisition to drive growth and ensure our users never lose connectivity when it matters most.

Up to 50% travel may be required.

Requirements

• Tactical Expertise: 5+ years of experience in tactical communications, ISR, or C2 operations, with a deep understanding of the challenges faced in denied or degraded environments.
• Technical Literacy: Ability to articulate the value and capabilities of mesh networking, RF propagation, and digital signal processing as they relate to Tactical Radio, SATCOM, and MANET architectures.
• Ecosystem Knowledge: Proficiency with the ATAK/TAK ecosystem and a clear understanding of how hardware and software integrate within modern tactical data networks.
• Solution Framing: Demonstrated ability to translate high-level mission requirements into granular technical solution sets, conceptual level architectures, and operational requirements.
• Stakeholder Management: Exceptional communication skills with the ability to influence everyone from field-level end users to senior-level acquisition leadership and Program Managers.
• Analytical Rigor: A data-driven approach to opportunity qualification and the ability to provide credible technical inputs in support of BDM capture strategy development and prioritization.
• Travel Readiness: Ability to travel significantly to engage customers on-site, conduct demonstrations, and represent goTenna at industry events.
• Security Clearance: Ability to obtain and maintain a high-level security clearance is typically required for this level of customer engagement.
• Strong interpersonal skills will be required to engage with business partners and customers.
• Comfortable setting and achieving goals in an amorphous environment.
• Enthusiasm for, and broad knowledge of, technology.
• Must be able to travel at least 50% of the time
• Must be eligible to obtain and hold a US DoD Security Clearance
• ITAR: U.S. Citizen or Green Card Required

Nice To Haves

• Experience in a start-up or similar fast-paced environment
• Experience selling to, or working within, the Department of Defense
• Engineering or Technical Degree

Responsibilities

• Translate Mission Needs into Solutions: Map specialized mission challenges—such as ISR, C2, and operations in denied or degraded environments—to conceptual system-level solution approaches aligned with goTenna’s product suite and product roadmap.
• Partner for Pre-Sales Excellence: Collaborate with Business Development Managers and senior Solutions Architects to provide mission-relevant context, technical framing, and credible insight during capture activities and opportunity development.
• Navigate Complex Comms Architectures: Educate customers on how goTenna augments existing investments (e.g., SATCOM, MANET, ATAK/TAK), articulating exactly where our technology fills gaps or enhances current capabilities.
• Act as a Trusted Technical Advisor: Represent goTenna with high technical credibility, clearly articulating product value, constraints, and tradeoffs to ensure customers make informed, realistic decisions.
• Enable Data-Driven Decision Making: Provide the accurate technical inputs and mission intelligence necessary to qualify opportunities, prioritize efforts, and refine the overarching capture strategy.
• Support Strategic Sales Engagements: Develop and execute progressive, scalable sales plans across tactical units and Programs of Record, identifying high-impact opportunities to demonstrate goTenna’s value to diverse audiences.
• Shape Requirements and Capture Strategy: Proactively engage stakeholders to influence emerging requirements and develop intelligence-driven capture plans that allow the team to respond effectively to customer needs.
• Enhance Revenue and Market Expansion: Identify and pursue key focus areas to generate and win opportunities, expanding goTenna’s footprint and delivering tangible impact to the end-user.
• Build Lasting Stakeholder Relationships: Cultivate deep-rooted trust across all levels of the customer organization through consistent problem-solving and thought leadership regarding goTenna’s future innovation.

Benefits

• Equity
• 401(k) plan
• Unlimited PTO
• Parental Leave with Pay
• Holiday pay (including December recess)
• Medical, Dental, Vision and life insurance
• Pre-tax benefits
• Short- and Long-term disability plans
• Professional Development Stipend

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed