Federal Pre-Sales Solution Architect

[ABOUT ISTARI DIGITAL] Istari is a digital engineering software company enabling our customers to turn the physical world into the digital to accomplish their specific mission or business objectives. Istari was founded with the vision of making open, scalable digital engineering ecosystems a reality – where new technologies and systems are created digitally, free from the real-world constraints of costs and schedules. We are creating the world’s best engineering model sharing platform, allowing our customers to simply and securely integrate their models across different engineering disciplines, organizations, and security levels. At Istari, we are passionate about our mission of creating the world's first open and scalable industrial metaverse. Whether our customers are designing prototypes, performing virtual testing, or training AI and autonomy for complex systems, we know that going digital will save them time, resources, and reduce their environmental impact.   While we are a distributed team with most team-members working remotely, we place an emphasis on staying connected and collaborative, prioritizing in-person opportunities to build trust as a team. At Istari, we still believe that trust is best built in-person. To do this, we have an engineering headquarters in Cambridge, MA for focused technical development and several times per year we gather for an off-site that allows us to develop our professional skills and our team relationships. [VALUES] At Istari, we live by our values, which include: - Focus is rewarded. Finish is remembered.  - Facts are friendly. Even when they are not fun. - Fellowship is fundamental. Make others successful. Equal Opportunity Istari is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status. Istari Digital is a high-growth technology company enabling the next generation of AI-native engineering across aerospace, defense, and industrial enterprises. Our infrastructure platform orchestrates data across tools, organizations, and classification levels—removing barriers that limit digital engineering—and empowers customers to modernize mission-critical workflows and unlock meaningful ROI from digital transformation at scale. To support rapid growth in federal markets, we are expanding our technical go-to-market team. This role is critical to enabling how federal customers understand, adopt, and operationalize Istari infrastructure to address mission critical challenges. The Solutions Architect is the technical authority for how Istari enables modern digital engineering workflows across federal and commercial missions. This role partners closely with engineering leaders, program teams, and account executives to understand how engineering data is created, shared, governed, and operationalized across tools, organizations, and security boundaries—and to architect Istari as the connective infrastructure that makes those workflows possible. You will lead engineering-centric discovery, design workflow-driven solution architectures, and deliver compelling technical narratives that resonate with engineers, program managers, and digital engineering leadership. While you will advise on secure deployment patterns, your primary focus is enabling new ways of working: faster collaboration, reusable data, cross-program visibility, and measurable mission impact. Account Executives own account strategy, opportunity qualification, and overall deal execution. Solutions Architects own technical credibility, engineering workflow alignment, and solution viability—ensuring Istari is positioned as foundational digital engineering infrastructure, not just another tool or deployment. Together, these roles form Istari’s growth engine by aligning mission needs, engineering realities, and platform capabilities into winning capture strategies. Key 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

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

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.

Must be a US citizen living within the United States.

Preferred Qualifications

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

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

Experience supporting federal capture efforts or technical win strategy.