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 AI Factory Customer 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 Customer Engineer collaborates closely with the sales team and Product/Engineering 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 will be remote in the US 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 AI Factory products and services including Modular Data Centers & GPU based systems from partners such as Nvidia.  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 or equivalent demonstrable work experience; advanced engineering based degrees are a plus. - 5+ years proven experience in pre-sales, sales engineering, or solution architecture role supporting technical products. - Understanding of computing, networking and storage hardware fundamentals particularly including AI/GPU based systems such as Nvidia DGX, HGX, MGX, and similar systems. - Working understanding and experience with common data center supporting systems such as mechanical, electrical, plumbing, cooling and racking; experience with Modular or mobile data centers a plus. - 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, scientific and distributed computing platforms), and familiarity with AI hardware systems. 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): Data Center Systems & Architecture  Advanced experience with Data Center Support Systems such as mechanical, electrical (sub systems, PDUs, UPS Systems), plumbing (water cooling systems), cooling (Computer Room Air Conditioning CRAC, Chillers), and control systems.   Preferred Qualifications  - Prior experience with MEDDPICC, Challenger Sale, Command of the Message etc.; and managing a sales process. - Prior experience with Data Centers, 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  Compensation $160,000—$200,000 USD 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.

• Configure and document the end-to-end solution using the XTEL SaaS platform to meet customer business and technical requirements, ensuring scalability and security. • Lead and guide technical & business teams across multiple projects, effectively working within the broader team and optimizing use of people and resources. • Provide expertise in the XTEL solution, clearly articulating configuration options and benefits to client business processes, leading discussions on RGM with client business teams and tying these back to data, driving clients in key configuration decisions in order to maximize business value from our platform. • Conduct workshops with client teams to gather, formalize, and challenge requirements, translating them into clear functional blueprints and configuration specifications, and ensure system configurations and integrations meet client requirements while minimizing customization. • Implement and configure the XTEL SaaS solution to address client needs in close collaboration with technical teams, ensuring smooth handover of functional requirements. • Conduct gap analysis on client requirements versus standard XTEL platform capabilities, recommending and implementing configuration options or closure strategies. • Facilitate the creation of test scripts, and drive both systems integration and user acceptance testing to ensure solution quality. • Provide technical governance and assurance throughout the delivery lifecycle, identifying and mitigating business and technical risks associated with solution configuration and implementation. • Act as a key communication bridge between client and product teams, providing actionable feedback to support continuous improvement. • Deep-dive into key strategic projects and initiatives, helping the team to tackle new challenges and increase operational efficiency. • Ensure timely data availability, structure, and enrichment for implementation projects, with a focus on data quality and actionable insights. • Advise on data structures, baseline definitions, and the translation of business requirements into technical and functional specifications. • Maintain clear project documentation and ensure all deliverables are met with high quality and efficiency. • Actively coach and mentor team members, sharing expertise and supporting skill development across the team.

• Develop deep expertise in customer use cases, XTEL’s SaaS solutions, and the value we deliver to clients. • Partner with sales representatives to qualify opportunities, sell consultatively, and align customer business needs with XTEL’s product capabilities to secure 6- and 7-figure enterprise deals. • Deliver tailored presentations, demonstrations, and proposals that align with customer goals and differentiate XTEL in competitive sales situations. • Collaborate with the sales team to develop tailored responses and align on pre-qualification strategies. • Scope, execute, and deliver impactful POVs that demonstrate XTEL’s value, win customer confidence, and move deals forward. • Address and resolve technical challenges during the sales process, including data integration, API connections, reporting, and analytics. • Partner with Professional Services for scoping, delivery teams for implementation, and Product Management to provide feedback on features and strategy. • Support trade shows, conferences, and other events to showcase XTEL’s solutions and build market presence. • Identify and recommend improvements to strengthen the pre-sales process and the overall effectiveness of the team.

• Collaborate with the Sales team to identify technical requirements and develop customized solutions that address complex client needs, while driving revenue growth and customer satisfaction • Delivery of compelling technical presentations, product demonstrations and Proof of Value projects for prospective clients • Support SecurityScorecard at Industry events and C level round table events • Work closely with Product Management and Engineering to provide market feedback and influence product roadmap based on customer needs and competitive landscape • Proven track record of gathering detailed success metrics for customer PoV’s, including tracking and reporting • Awareness and enforcement of MEDDPICC best practices in sales cycles • Become a subject matter expert on cyber first Supply Chain services. • Ability to engage with all different types of personalities and working styles across the team • Build and foster strong relationships with other business teams, such as Marketing, Support and Customer Success • Not afraid to be a champion for your prospects, advocating for their needs.