Staff, Field Solutions Engineer

Responsibilities

• Lead technical capture efforts for Asia, the Middle East, and Oceania opportunities, primarily focused on V-BAT and the broader Shield AI product suite.
• Manage customer engagements, presales technical support, proposal contributions, and solution development across multiple priorities.
• Develop technical strategies and compelling, compliant proposals, RFIs, white papers, capability briefs, and other sales collateral.
• Serve as the primary technical lead for go-to-market engagements, collaborating with business development, go-to-market operations, engineering, operations, program management, and product management.
• Act as the liaison between go-to-market teams and engineering to align customer requests with product capabilities, timelines, and roadmaps.
• Support account executives and go-to-market teams as a product subject-matter expert through customer engagements, briefings, and solution discussions.
• Maintain technical documentation, specifications, FAQs, capability briefs, and sales collateral.
• Train and mentor go-to-market teams on technical aspects of the company's solutions.
• Support competitive analysis, market intelligence, process improvement, and technical capture strategy refinement.
• Analyze regional operational and environmental factors to inform product roadmaps and customer-aligned solutions.

Requirements

• 5+ years of experience in technical presales, business development, or solutions engineering, preferably in defense, aerospace, AI-driven technology, or government environments.
• Bachelor's degree in engineering, applied science, or a related technical field, or equivalent practical experience.
• Strong technical understanding of uncrewed aircraft systems, mission payloads, and autonomy-enabled concepts of operation across air vehicles, sensors, datalinks, and ground systems.
• Strong analytical, quantitative problem-solving, written communication, and verbal communication skills.
• Experience translating complex technical concepts for technical and non-technical stakeholders.
• Experience collaborating across functions and interfacing between technical program teams and customer-facing business development organizations.
• Ability to lead in fast-paced, ambiguous environments requiring cross-functional coordination and executive judgment.
• Experience shaping early capture pursuits, including RFIs, AOAs, draft RFPs, and white papers.
• Experience with international defense customers, procurement processes, operational evaluations, information security, or export considerations.
• Experience leading complex customer engagements from requirements discovery through solution shaping and technical proposal ownership.
• Willingness and ability to travel up to 25% domestically and internationally.

Preferred Qualifications

• Graduate degree in engineering, applied science, systems management, or business.
• Hands-on experience operating, testing, or integrating V-BAT or comparable vertical-takeoff tactical UAS platforms.
• Familiarity with autonomy stacks, mission software, ISR payloads, and associated ground systems, including Hivemind and AI Pilot.
• Knowledge of international defense markets, FMS, DCS, regional acquisition processes, and operational trends.
• Experience with product-line or program governance forums, multinational capture efforts, coalition operations, offset requirements, or industrial participation structures.
• Background spanning systems engineering and customer-facing work.
• Experience influencing pricing, product offering definition, or production planning based on field and customer input.
• 3+ years in a startup or high-growth environment.
• Military aviation, operational UAS, or defense acquisition experience.
• Fluency or strong proficiency in an additional language relevant to key V-BAT markets.
• Familiarity with the military objectives, limitations, procurement processes, structures, and technology of U.S. allies and partners in Asia.
• Active DoD security clearance.