• Develop a "master-level" understanding of ODAIA’s product architecture • Act as a trusted strategic advisor designing "Data-to-Insight" blueprints • Partner with Sales to land and shape strategic accounts • Deliver technical presentations and develop high-value technical content • Identify technical risks and design proactive mitigation strategies

• Embed directly with federal, state, and local government customers to understand their video analysis workflows, pain points, and operational requirements • Design and implement video understanding solutions using TwelveLabs' platform (semantic search, scene detection, object tracking, activity recognition, summarization) on government networks • Deploy our multimodal AI models in AWS GovCloud, Azure Government, FedRAMP environments, classified networks, and on-premises secure facilities • Build custom pipelines integrating TwelveLabs APIs with government systems like Palantir Foundry, Salesforce, SharePoint, and agency-specific platforms • Serve as the primary technical point of contact for your assigned customers—you own their success • Rapidly prototype solutions using real customer data and operational requirements • Translate mission needs into technical implementations, whether that's building video search interfaces, automated monitoring workflows, or content analysis systems • Troubleshoot complex production issues in secure environments and maintain high system availability • Manage engagement post deployment in air-gapped networks, classified systems, and secure facilities • Prepare and deliver security documentation for ATOs (Authority to Operate), CTFs (Certification to Field), and RMF compliance • Work within NIST, FedRAMP, FISMA, and federal security frameworks • Interface with government security teams, ISSOs, and AOs to ensure compliant deployments • Bring field learnings back to product and engineering teams to shape the roadmap • Identify patterns across customer deployments that can be productized into platform features • Contribute to internal tooling, deployment automation, and reference architectures • Collaborate with ML engineers to optimize model performance for government use cases • Build trusted relationships with government program managers, technical leaders, and end users • Present technical solutions to senior government leadership and agency stakeholders • Understand customer missions deeply enough to propose solutions they didn't know were possible • Represent TwelveLabs at government conferences, industry days, and agency briefings

• Design target-state cloud endpoint architectures centered on Intune, Windows 365, and AVD • Lead discovery workshops, assessments, and solution envisioning sessions • Implement compliance policies and Zero Trust endpoint posture strategies • Create high-quality deliverables: architecture diagrams, implementation plans, migration runbooks

Overview The ePlus Service Provider Group (SPG) is seeking a highly skilled and motivated Solutions Architect to join our dynamic team, supporting telecommunications customers across the Northeast. This individual will serve as a trusted technical advisor to service providers, including telcos, cable operators, consortiums, electrical cooperatives, and municipalities. The ideal candidate will possess deep technical expertise in high-end routing and optical networking, with a strong focus on next-generation MPLS and optical transport architectures. Key technologies include Segment Routing (SR-MPLS), Ethernet VPN (EVPN), Dense Wavelength Division Multiplexing (DWDM), and Reconfigurable Optical Add-Drop Multiplexers (ROADMs). The Solutions Architect - Service Provider will be 1:1 aligned with a dedicated Account Executive, working together to engage customers, assess their current network environments, and define future-state designs. Responsibilities include customer presentations, onsite whiteboarding sessions, Original Equipment Manufacturer (OEM) and platform selection, BOM creation, and drafting Statements of Work (SOWs) for professional services engagements. This is a high-impact, customer-facing pre-sales role that blends deep technical guidance with strategic engagement to support and close complex, high-value business opportunities. Your Impact The essential functions of this position include: - Provide technical expertise/credibility to account team on designated focus area - Conduct customer presentations on ePlus value proposition and technical solution sets for assigned accounts and focus areas - Assist sales account managers with overall account planning, as it relates to technical aspects of hardware, software, and services opportunity development - Assist sales account managers with project management for complex presales engagements - Complete technical sections for RFP/RFI/RFQ responses for assigned accounts - Assist account teams with collecting customer business and technical requirements and determining ePlus recommended solution(s) - Develop solution architecture and detailed line-item configurations/bills of material (BOMs) - Develop proposal and/or presentation of recommended solutions - Assist with technical scoping/review for Statements of Work (SOWs) for assigned accounts - Function as liaison to end-user customer technical staff regarding solution and implementation specifics - Function as a liaison between the sales team and professional services organization to vet solution recommendations and to complete technical portions of the SOW, as appropriate - Function as technical liaison and ePlus ambassador with field OEM sales and technical teams - Assist sales management with mentoring of junior sales account managers as it relates to overall opportunity management and technical solution set - Conduct knowledge transfer with team members around solution updates, implementation lessons learned, etc., as relevant - Assist ePlus sales team in dealing with customer satisfaction issues surrounding technical aspects of a recommended solution & its implementation or deployment, as needed - Assist in developing customer get-well plan, if applicable - Assist sales and services management in identifying candidate solution areas for ePlus development or investment - Complete training, per development plan, and maintain certifications in accordance with focus area - Assist Services Director with helping improve procedures and functions - Ensure appropriate coverage for in-process opportunities while out of office for training, vacation, PTO, etc. - Participate in weekly team planning conference calls - Complete administrative tasks (expenses, time reporting) in a timely fashion - Travel up to 50% may be required Qualifications Technical Expertise: - Extensive hands-on experience with one or more of the following high-end routing platforms (or other OEM equivalent), including: - Cisco ASR 9000 / 1000 Series, NCS 5500 Series - Juniper MX, PTX, and ACX Series - Nokia 7750 SR, 7950 XRS, and 7250 IXR Series - Ciena SAOS platforms - Strong background in optical networking technologies, specifically: - DWDM (Dense Wavelength Division Multiplexing) - OTN (Optical Transport Network) - ROADMs (Reconfigurable Optical Add-Drop Multiplexers) - Deep protocol-level knowledge, including: - BGP, MPLS, IS-IS, OSPF, and EVPN - Proven ability to integrate routing and optical technologies into cohesive network solutions - Practical experience designing and deploying large-scale networks for service providers Solid pre-sales engineering background, with responsibilities such as: - Direct involvement in OEM and platform selection - Demonstrated success in developing Statements of Work (SOWs) for services engagements - Experience in 1:1 alignment with an Account Executive to drive strategic customer engagements Professional Experience: - Technical proposal development - Solution presentations and product demonstrations - Response to RFPs/RFIs - Minimum 5+ years in telecommunications or service provider engineering roles - College degree or applicable work experience - Certifications in applicable technology preferred - Excellent written communications skills - Strong attention-to-detail - Excellent oral presentation skills Positions Specifics The initial base salary range for this position is expected to be between $110,000 and $150,000 annually. The final base salary offered will be determined by multiple factors, including, but not limited to, job-related knowledge, depth of experience, skills, certifications, and geographic location. In addition to the base salary, our compensation structure may include other components such as commissions and discretionary bonuses. ePlus offers a full range of medical, financial, and/or other benefits (including 401(k) eligibility, employee stock purchase program and various paid time off benefits, such as vacation, sick time, and personal leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an offer of employment is extended. ePlus Benefits highlights can be viewed here. If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. #LI-DY1 #IND1 Who We Are At ePlus, we believe technology is a people business. Our team is passionate, skilled, and driven to deliver solutions that make a real difference. Join us and be part of a culture that values collaboration, innovation, and extraordinary results. Corporate Values - Respectful communication and cooperation: We prioritize respectful communication, fostering an environment where everyone is treated with dignity and respect. - Teamwork and employee participation: Collaboration and teamwork thrive through diverse perspectives, both within our teams and in our interactions with our customers. - Work/life balance that supports our employees’ varying needs: We value the well-being of our employees, recognizing that a healthy work-life balance is pivotal to our collective success. - Embracing communities: We embrace and support the communities that nurture us. Our employees' dedication to fostering positive change is a source of immense pride for us. Commitment to Diversity, Inclusion and Belonging - We are an equal opportunity employer that does not discriminate or allow discrimination based on race, color, religion, sex, sexual orientation, gender identity, age, national origin, citizenship, disability, veteran status, or any other classification protected by federal, state, or local law. - ePlus is dedicated to fostering, cultivating, and preserving a culture that represents diversity, enables inclusion, and makes our employees feel comfortable bringing their full, unique selves to work. Physical Requirements - While performing this role, you will engage in both seated and occasional standing or walking activities. We provide reasonable accommodations, in accordance with relevant laws, to support success in this position. - By embracing our values, you will contribute to our collective mission of making a positive impact within our organization and the broader community. We understand that this job description serves as a guide and is not an employment contract. Notice to Recruiting Agencies: ePlus only accepts unsolicited resumes when presented directly by a candidate. Unsolicited resumes submitted to ePlus from any other source will be considered ePlus property and will not qualify for any placement or referral fees. ePlus will only pay such fees in connection with a valid written agreement between ePlus and the referring agency, and then only after providing advance written approval to the referring agency to submit resumes in connection with a particular opportunity.