Customer Engineer
Armada
About the Company
Armada is an edge computing startup that provides computing infrastructure to remote areas where connectivity and cloud infrastructure is limited, as well as areas where data needs to be processed locally for real-time analytics and AI at the edge. We’re looking to bring on the most brilliant minds to help further our mission of bridging the digital divide with advanced technology infrastructure that can be rapidly deployed anywhere.
About the Role
The Sales 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 India.
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 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-functional 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 of resources to empower sales representatives in their client interactions.
Required Qualifications
- Bachelor's degree in computer science, Engineering, or related field; advanced degree is a plus.
- 5+ years proven experience in 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 to dictate.
Demonstrable Expertise in Technical Focus Areas
Primary Focus (Current Business Need): Modular Data Center Systems & Rack Solutions Architecture
We are currently prioritizing hiring profiles with strong expertise in modular and micro data center architectures. This includes the ability to design, integrate, and scale compute, storage, and networking systems within modular environments. Candidates should have solid systems integration experience, exposure to hybrid and distributed computing platforms (e.g., Azure Stack Edge), and familiarity with virtualization and containerization technologies such as VMware, Docker, and Kubernetes. The role requires translating customer requirements into reliable, scalable, and production-ready infrastructure solutions.
Secondary Exposure (Nice to Have): AI & Edge AI Solution Architecture
High-level understanding of AI and Edge AI solution design, including defining inputs (e.g., cameras, sensors), basic data quality considerations, and estimating compute requirements. Familiarity with AI frameworks (TensorFlow, PyTorch, ONNX) and awareness of real-world AI deployment considerations is beneficial but not the primary hiring focus.
Secondary Exposure (Nice to Have): Asset Management Systems & Integration Architecture
Basic experience or familiarity with connected device ecosystems, remote asset deployments, and telemetry integration. Exposure to IoT sensors, camera systems, and connectivity options such as cellular/5G, Starlink, or SD-WAN, along with common integration methods (REST APIs, WebSockets, SNMP), is a plus.
Preferred Qualifications
- Prior experience with MEDDPICC, Challenger Sale, Command of the Message etc.; and managing a sales process.
- Prior experience with MSPs, Telcos, Oil & Gas, or Utilities.
- Experience working with or selling physical products, including familiarity with logistics, supply chain operations, import/export processes, and customs requirements
#LI-Remote
You're a Great Fit if You're
- A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge
- A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude
- Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company
- A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda
- Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you
Equal Opportunity Statement
At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time.
Unsolicited Resumes and Candidates
Armada does not accept unsolicited resumes or candidate submissions from external agencies or recruiters. All candidates must apply directly through our careers page. Any resumes submitted by agencies without a prior signed agreement will be considered unsolicited and Armada will not be obligated to pay any fees.