Federal Pre-Sales Solution Architect

Core Responsibilities

 Engineering Workflow Discovery & Mission Understanding

• Lead discovery sessions with engineering teams to understand design, analysis, simulation, integration, and sustainment workflows.

• Analyze how data flows across CAD, CAE, PLM, MBSE, simulation, and custom engineering tools.

• Identify friction points such as broken handoffs, siloed data, limited reuse, and cross-program collaboration challenges.

• Understand mission context, program structure, and organizational boundaries that shape how engineering work gets done.

• Translate engineering pain points into Istari-enabled workflow architectures and value narratives.

Engineering-Centric Solution Architecture

• Architect Istari solutions that orchestrate engineering tools, data models, and workflows across programs and organizations.

• Design patterns for engineering data versioning, traceability, access control, and reuse.

• Define how Istari integrates into existing toolchains rather than replacing them.

• Ensure solution designs support engineering velocity, collaboration, and program outcomes—not just technical correctness.

• Incorporate secure deployment considerations (cloud, on-prem, hybrid) as constraints within engineering-first designs.

Demo Delivery, Technical Storytelling & Value Translation

• Own end-to-end demo preparation and delivery for prospects

• Tailor demos to mission-specific scenarios, data flows, engineering tools, and classification requirements.

• Build repeatable demo environments and customize them for unique use cases across DoD, IC, and federal civilian agencies. 

• Collaborate with AEs to craft compelling technical narratives that articulate the “why,” not just the “how,” of Istari.

• Capture demo feedback to refine content, improve demo flows, and influence roadmap priorities.

Pre-Sales Engagement & Technical Validation

• Lead whiteboarding sessions focused on engineering workflows, data movement, and collaboration patterns.

• Develop lightweight proofs of value that validate engineering integrations and workflow improvements.

• Partner with Account Executives to quantify engineering impact (cycle time, reuse, coordination, risk reduction).

• Articulate a clear technical path from initial workflow validation to production-scale adoption.

Security, Compliance & Infrastructure Expertise

• Design engineering workflows that respect classification boundaries without breaking collaboration or continuity.

• Advise on deployment patterns that enable cross-domain engineering while aligning with federal security requirements.

• Partner with cybersecurity and infrastructure stakeholders to balance risk management with engineering productivity.

Cross-Functional Collaboration

• Collaborate with Product and Engineering to translate real-world engineering needs into roadmap inputs.

• Partner with Cybersecurity and Customer Success to ensure solutions scale beyond initial use cases.

• Support federal capture efforts by shaping teaming strategies, solution architectures, and technical win themes.

• Contribute reusable workflow patterns, demo assets, and technical documentation to scale the federal GTM motion.

Required Qualifications

Education

• Bachelor’s degree in Engineering, Computer Science, Information Systems, or a related technical field (or equivalent experience).

Experience

• 5–10+ years in solutions architecture, systems engineering, pre-sales engineering, or technical consulting for complex engineering or infrastructure software.

• Experience supporting federal missions (DoD, IC, national labs, or defense primes).

• Hands-on experience working with engineering tools, workflows, or digital engineering environments.

• Experience leading technical demos and customer-facing engineering discussions.

Skills & Capabilities

• Deep ability to understand and articulate engineering workflows and data lifecycles.

• Strong technical storytelling skills—able to translate complex engineering concepts into mission-relevant narratives.

• Comfort whiteboarding workflows, toolchains, and data movement with engineering stakeholders.

• Ability to design secure, distributed systems that support engineering collaboration.

• Strong cross-functional collaboration skills with sales, product, and engineering teams.

Preferred Experience

• Background in aerospace, defense, or mission-critical engineering environments.

• Familiarity with CAD/CAE, PLM, MBSE, simulation pipelines, or engineering data platforms.

• Experience supporting sales efforts or technical win strategy.

Why Join Us?

• Shape the future of digital engineering across the DoD and national security ecosystem.

• Lead the technical motion at the intersection of AI, engineering infrastructure, and multi-domain collaboration.

• Work directly engineering leadership and mission stakeholders on high-impact deployments.

• Influence the product roadmap through real mission needs and demo feedback.

• Join a high-trust, mission-driven team building transformative technology.