Federal Enterprise Architect – DOD

Description

This role is designated remote (Teleworker), so you will mainly work from home.

The company helps customers secure, manage and gain value from their data and applications across edge and cloud environments.

You will design solutions that deliver customer business outcomes within one technical domain or across the wider portfolio of hardware, software, services and as-a-service offerings, including required third-party components.

You will serve as the technical expert for sales teams and customers through presentations and demonstrations, building customer confidence in your domain. Account assignments may follow business priority.

Management level: your work affects technical components of products, solutions or services on an ongoing basis. You act as a subject matter expert, bring independent judgment to complex problems, and may lead and mentor others.

Responsibilities

• Build deep knowledge of one or more solution domains, the company's products and services, and each customer's technical and business environment.
• Write persuasive proposals, review them critically, and make sure they meet the customer's business and technical requirements while managing stakeholder expectations.
• Measure the business problem, explain its value, and assess the strengths and weaknesses of the proposed solution for long-term goals.
• Give input to all global business units on IT trends, requirements, gaps and unmet needs.
• Turn outcome-based goals into a functional design, then into a scalable technical architecture.
• Explain how the proposed solution's value answers the customer's business needs.
• Follow leading-edge and emerging technologies, along with technology and industry trends for the IT sector and the customer's industry.
• Speak at conferences and industry events, provide content, demos and booth support, and monitor social media for industry developments.
• Gather and use competitive intelligence to support accounts.
• Lead the Account Business Planning process using industry trends and the customer's technical environment.
• Join deep-dive discussions and work with the account team to build relationships at all levels, presenting technical strategies for customer transformation.
• Produce detailed comparisons of alternative approaches to solution requirements.
• Configure and right-size workload solutions that balance cost, scope, scale, boundaries and benefits to deliver strong value and improve win rates.
• Use deep knowledge of partner products and services, adjusting strategy to strengthen the relationship between partner and customer.
• Pass knowledge to external partners so they can deliver effective solutions.
• Find pipeline opportunities in accounts, including enhancements, unmet needs, up-sell and cross-sell.
• Track the account pipeline and move active deals from opportunity to close.
• Use pipeline data to focus time and resources on the highest-potential deals.
• Take part in sales forecast meetings and give feedback to speed up the sales cycle.
• Record ongoing work in the sales cycle with the required tools and share best practices with peers and partners.
• Build professional relationships with customer executives across business and industry.
• Share knowledge with peers and coach more junior team members.

Requirements

• 6+ years working with or supporting the Federal Sector in the Department of Defense (DoD).
• 6+ years of IT technical experience, focused on technical consulting and solution selling.
• Hands-on experience in system and network administration, data center operations and enterprise infrastructure management, applied to architecting, configuring and demonstrating solutions that meet DoD mission requirements.
• A first-level university technical degree or equivalent technical qualifications.
• Demonstrated ability to balance technical rigor with practical implementation.
• Collaborative, detail-oriented and motivated to contribute to organizational success.
• Advanced experience leading solution configurations, demos and proofs-of-concept (POC) to meet customer requirements.
• Advanced knowledge of the company's product, software and service portfolio, its solution domains, and how they combine to meet customer needs.
• Advanced ability to translate as-a-service (aaS) offerings, ecosystems, differentiated value and workloads into outcomes, and to prioritize aaS offerings and consumption models for the best customer return.
• Advanced understanding of aaS business model variations.
• Advanced ability to work across functions to keep outputs consistent and meet aaS strategic goals.
• Advanced written and verbal communication, including active listening, storytelling, and communication in English and any local languages the role needs.
• Advanced discussion and persuasion skills that support the company's position while respectfully questioning and challenging proposals.
• Advanced business and financial acumen: sales cycle, pipeline growth, reporting, influence, business strategy, customer executive KPIs, TCO/ROI concepts, financial models and customer revenue models.
• Advanced consultative and value-selling skills, including whiteboarding, objection handling and closing.
• Advanced knowledge of company business processes, technical tools and customer relationship management (CRM) systems.
• Advanced resource management, including knowing when and how to engage subject matter experts and specialists.
• Hands-on experience with one or more products, solutions, tools or services related to the role.
• Ability to design a playbook for demonstrations and walkthroughs, and to deliver them live to customers, partners and stakeholders.
• Advanced project and time management, with strong analytical, problem-solving and due diligence skills.
• Advanced knowledge of partner offerings, when to use them in deals within a specialty area, and the company's go-to-market strategy.
• Advanced understanding of how the go-to-market strategy applies by geography to partners, including broad knowledge of partner offerings.
• Advanced strategic and account planning skills, plus expert use of business, technical and CRM tools.
• Helpful but not required: enterprise architecture frameworks, project management methodologies and certifications.
• Preferred but not required: an advanced technology degree.

Conditions

Requires a US citizen, because the role works closely with federal entities.

Travel of at least 50% is required.

Remote (teleworker) role, mainly from home.

Job level: TCP05.

Annual salary in Colorado: USD 175,500 to 339,500. In Alabama, Ohio and Texas: USD 166,500 to 390,500.

The range covers combined base and target sales pay at 100% of sales plan, split 80% base and 20% target sales compensation.

Actual offer may vary by location, experience, education, training and skill level.

Estimated application closing date: November 30 2026.

The company is an equal opportunity and veterans/disabled/LGBT employer that makes decisions on qualifications, merit and business need, complies with laws on arrest and conviction records, and welcomes applicants with disabilities.

Benefits

• Health and wellbeing benefits covering physical, financial and emotional wellbeing.
• Personal and professional development programs, including support for knowledge expertise or moving into another division.
• Benefit details for US employees are published by the company.