Armada · 3 weeks ago
Senior Customer Solutions Engineer, Edge AI
United States
Full-time
Remote
Senior Level
$188K/yr - $235K/yr
8+ years expArmada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. The Senior Customer Solutions Engineer, Edge AI owns the post-deployment technical success of Armada’s Atlas customers across North America, focusing on platform adoption and optimization, driving deep adoption of Atlas capabilities, and ensuring measurable value realization.
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Responsibilities
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
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
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
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
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
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
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
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
Qualification
Required
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 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
Benefits
Equity
Subsidized benefits (details available upon request)
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
Company
Armada
Armada develops computing infrastructure that supports AI processing, connectivity, and data management in remote environments.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$469MKey Investors
8090 Industries,BlackRock,Overmatch VenturesM12 - Microsoft's Venture Fund8090 Industries,Founders Fund,Lux Capital,Shield Capital
2026-05-19Series B· $230M
2025-07-24Series Unknown· $131M
2024-07-11Series Unknown· $40M
Leadership Team
Dan Wright
Co-Founder & Chief Executive Officer
Jonathan Runyan
Co-Founder & COO
Recent News
2026-07-02
2026-07-01
Company data provided by crunchbase