Senior Customer Solutions Engineer, Edge AI

About the Company Armada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. Named one of Fast Company's Most Innovative Companies and to the CNBC Disruptor 50, Armada’s solutions are deployed in over 60 countries globally for organizations ranging from energy to defense.  With nearly $500 million in funding to date, Armada is backed by leading investors including Founders Fund, Lux, BlackRock and Microsoft (M12), alongside strategic partnerships with Microsoft, Dell, Palantir, NVIDIA, SpaceX, and Skydio. We are building the infrastructure layer for sovereign and edge AI - rugged, deployable compute for customers that cannot rely on centralized cloud. Working at Armada means taking ownership, driving autonomy, and delivering impact. You’ll tackle challenges that haven’t been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada’s mission to bridge the digital divide for customers around the world.     Role Overview   The Senior Customer Solutions Engineer, Edge AI owns the post-deployment technical success of Armada’s Atlas customers across North America. It is a hands-on technical role centered on platform adoption and optimization: driving deep adoption of Atlas capabilities — monitoring, lifecycle management, governance, and automation — co-creating enterprise integrations through Atlas webhooks and APIs, and helping large customers structure and manage high asset counts so the platform scales with them.   Atlas is a SaaS platform and onboarding is largely self-service; Armada’s support and delivery teams assist, but customers typically stand up much of it themselves. Deployment is deliberately simple, though an initial onboarding and deployment plan supports larger roll-outs and gets these customers on the right structure from the outset. The real work, however — and where this role spends its time — is everything after go-live: turning initial usage into mature, healthy, deeply embedded operations.   As the post-sale counterpart to the Customer Engineer (Sales Engineer), the Customer Solutions Engineer takes technical context at hand-off and owns durable post-sale adoption and technical success. The goal is measurable value realization — moving each customer up the adoption maturity ladder while keeping the account healthy — with the Joint Success Plan (JSP) as the framework to get there. This role reports into the Sr. Manager, Customer Solutions Engineering (Atlas), Americas, and success is measured by adoption depth, operational maturity and health, retention, and expansion.   Key Responsibilities   Technical account ownership and customer success   Serve as the primary technical point of contact (L1) for assigned Atlas accounts   Own the short- and long-term technical success and health of assigned accounts   Build trusted, durable relationships with customer engineering, IT, platform, and operations teams   Act as the customer’s advocate inside Armada for platform improvements and roadmap alignment   Serve as the primary technical escalation contact and drive issues to resolution   Collaborate with AEs to co-deliver QBRs and technical governance reviews   Atlas platform adoption and optimization   Drive deep adoption of Atlas capabilities including monitoring, lifecycle management, governance, and automation   Help customers integrate Atlas into existing workflows, tooling, and operational processes   Identify  usage gaps and friction, and guide customers from  initial  usage into advanced, production-grade operating patterns   Identify  applications to integrate into Marketplace and drive that integration   Co-create enterprise integrations with customers using Atlas webhooks and APIs to connect Atlas into their existing systems and automation   Support customers to self-onboard assets such as SD-WAN, drones, and cameras   Help large customers manage high asset counts by co-creating account structures, groups, and hierarchies that give the right users the right assets while restricting unneeded visibility and access   Train  new users  and share asset-management best practices   Time-to-value and ongoing value realization   Accelerate time-to-value by prioritizing high-impact Atlas use cases   Move customers up the adoption maturity ladder — from activating, to  established , to expanding — while keeping the account healthy   Track, quantify, and communicate realized value through structured reviews and health checks   Build and continuously drive Joint Success Plans (JSPs) as the framework for value delivery, aligning Atlas capabilities to customer  objectives , KPIs, and success criteria   Use the JSP as the system of record for priorities, milestones, and risks, reviewing it regularly with customer and Armada stakeholders to inform adoption strategy and expansion planning   Surface risks, dependencies, and blockers early and drive resolution with clear ownership   Expansion and growth support   Surface and qualify commercial expansion signals that  emerge  as adoption deepens —  additional  users or departments, environments, sites, or new needs such as edge compute — and hand them to the Customer Engineer and AE with the technical context to pursue them   Partner with the Customer Engineer, Sales, and Customer Success leadership on expansion planning, grounded in the Joint Success Plan   Provide technical validation and guidance for Atlas-driven growth, without owning the commercial motion   Field leadership and mentorship   Act as a technical leader for North American Atlas accounts, modeling strong adoption and engagement practices   Mentor (junior) Customer Solutions Engineers and delivery engineers as the region and Atlas customer base scales   Contribute to adoption playbooks, success-plan templates, and repeatable best practices for Atlas environments   Operational excellence and reliability   Monitor platform health, usage trends, and operational signals across assigned accounts   Proactively  identify  risks, misconfigurations, or adoption challenges before they  impact  customers   Coordinate with Support, Engineering, and Product teams to resolve issues efficiently and feed learnings back into platform development   Ensure customers  operate  Atlas in a secure, stable, and scalable manner   Governance, security, and compliance alignment   Support customers in aligning Atlas usage with security, access control, audit logs, and governance expectations   Operate confidently within US and Canadian data residency, sovereignty, and security requirements relevant to Atlas deployments   Partner with customer security and compliance teams, and support security reviews and audits in regulated and sovereign environments   Maintain disciplined operational hygiene, documentation, and access management across customer environments   Cross-functional collaboration   Partner tightly with Customer Engineers (Sales Engineers) as their post-sale counterpart — taking technical context at hand-off and feeding adoption insight and qualified expansion signals back to them   Work closely with Support and delivery teams that  assist  customers through  largely self-service  Atlas onboarding   Partner with Product and Engineering to provide structured feedback based on real customer usage   Collaborate with regional GTM and Customer Success teams to ensure a consistent customer experience   Qualifications and Experience   8+ years of experience in technical account management, customer success engineering, platform engineering, solutions engineering, or SRE-adjacent roles   Strong experience supporting enterprise SaaS platforms in production environments   Deep understanding of cloud platforms, distributed systems, and operational tooling   Proven ability to own the full customer technical lifecycle post go-live and to build and drive Joint Success Plans tied to measurable outcomes   Ability to explain complex technical concepts clearly to both hands-on engineers and C-suite stakeholders   Comfort reading usage and health telemetry to prioritize work and guide customer decisions   Clear, confident written and verbal communication skills   Willingness to travel across North America (~25%) for customer engagements   Preferred Experience   Experience supporting control planes, management platforms, or observability tools   Familiarity with Kubernetes, distributed infrastructure, and hybrid cloud and edge environments   Experience with IoT, connected-asset fleets, edge infrastructure, or asset/fleet-management platforms   Exposure to regulated or sovereign customer environments, including data localization and compliance requirements   Experience driving adoption, value realization, and expansion for enterprise SaaS products   Solutions architecture or pre-sales engineering background, with the ability to translate customer requirements into adoption and operating plans   Comfort  operating  with ambiguity and owning outcomes end to end in a fast-moving, high-growth environment   What Success Looks Like   Joint Success Plans are actively used and referenced by both Armada and customer teams   Atlas adoption deepens over time with clear, measurable value delivered   Customers view the Customer Solutions Engineer as a trusted technical advisor and success partner   Retention is strong and expansion is driven by  demonstrated  outcomes, without handoff friction or account fragmentation   Atlas is positioned as a core operational control plane within customer environments   Customers view Armada as a long-term partner through consistent technical ownership over time   Compensation & Benefits For U.S. Based candidates: To ensure fairness and transparency, the on-target earnings salary range for this role for candidates in the U.S. are listed, varying based on location experience, skills, and qualifications.  In addition to the salary, this role will also be offered equity and subsidized benefits (details available upon request). Benefits Medical, dental, and vision (subsidized cost) Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA) Retirement plan options, including 401(k) and Roth 401(k) Unlimited paid time off (PTO) 14 paid company holidays per year #LI-Remote #YA-1 Compensation $188,000 — $235,000 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.