Senior Staff Solutions Engineer (R5320)

Job Description:

What you'll do

• Lead X-BAT and V-BAT technical capture efforts for Indian opportunities, ensuring solutions are technically sound, feasible, and aligned with Shield AI’s product roadmap.
• Capture efforts will focus on Aircraft, but will require familiarity with the entire Shield AI Product suite.
• Manage multiple priorities in a dynamic, fast-paced environment, including customer engagements, pre-sales technical support, proposal contributions, and solution development.
• Develop and execute technical strategies that result in high-quality, compliant, and compelling proposals to maximize win probability.
• Serve as the primary technical lead for Go To Market (GTM) engagements in India, interfacing cross-functionally with BD, BD Operations , Engineering, Operations, Program Management, and Product Management to ensure customer needs are met.
• Manage technical content for proposals, requests for information (RFIs), white papers, and capability briefs, ensuring accuracy, clarity, and compliance.
• Support early-phase acquisition activities (concept notes, requirements drafts, unsolicited proposals).
• Shape early operational concepts aligned to X-BAT and/or V-BAT capabilities.
• Support BD and Account Executives by becoming a Subject Matter Expert in Shield AI products, providing technical expertise in customer engagements, capability briefings, and solution discussions to drive successful sales outcomes.
• Act as a liaison between BD and Engineering, and the Indian Go to Market team and the U.S. based product team, ensuring that new customer requests are technically feasible and align with product capabilities, timelines, and roadmaps.
• Contribute to the technical documentation repository, maintaining capability briefs, specifications, FAQs, and other sales collateral for internal and external use.
• Provide training and mentorship to BD teams on technical aspects of Shield AI’s solutions, enabling them to articulate our value proposition confidently.
• Support competitive analysis and market intelligence specific to the Indian tactical aircraft market, ensuring the BD team remains informed on industry trends and competitor capabilities.
• Contribute to process improvement efforts, leveraging lessons learned from customer engagements to refine BD workflows and technical capture strategies.
• Analyze the unique operational and environmental factors of the assigned region, producing high-impact white papers and briefs that inform the product roadmap and drive solutions aligned to customer mission needs.

Required qualifications

• 10+ years of experience in technical sales, capture, engineering, or program management within defense or aerospace industries.
• Demonstrated familiarity with Indian Ministry of Defence procurement processes and military force structures.
• Prior experience at a major defense prime (US OEM or equivalent) supporting tactical aircraft, CCA/ACA, or Group 3/4/5 UAS programs.
• Experience interfacing with government or military acquisition stakeholders.
• Strong systems-level understanding of aircraft design tradeoffs, operational CONOPS, and mission-based engineering.
• Proven ability to translate technical concepts into compelling narratives for senior stakeholders.
• Bachelor’s degree in engineering, applied science, or related technical discipline.
• Exceptional written and verbal communication skills.
• Ability to operate independently in a fast-paced, evolving startup environment.

Preferred qualifications

• Experience supporting international defense sales or industrial partnerships.
• Familiarity with offset strategies and Make-in-India requirements.
• Background in autonomy, AI-driven systems, or networked ISR.
• Experience contributing to early-phase design or conceptual aircraft programs.
• Prior military service experience (Indian or allied forces).
• Advanced degree in engineering, aerospace, systems engineering, or business.
• 5+ years of experience in an presales/solutions engineering role 3+ years of experience working in a startup environment.
• Demonstrated understanding of specific MOD operational scenarios and systems.