Customer Solutions Architect

Overview

LMI is a mission-driven digital solutions provider accelerating government impact through innovation, speed, and commercial-grade technology. We develop and deploy advanced RFID, GPS tagging, and sensor-mesh solutions that power mission-critical operations across the Department of Defense (DoD). Our focus extends beyond delivering technology, we ensure customer needs are translated into scalable deployments, repeatable engagement models, and measurable mission outcomes.

Our NADACS/SPECTR solution is seeing an experienced Customer Solutions Architect to drive sales, growth, and successful implementation. As the Customer Success Lead, you will serve as the front-line connector between customer demand, solution storytelling, and pilot pathway development. Working directly with defense stakeholders, you will lead executive briefings, customer discovery sessions, and baseline solution demonstrations that convert mission problems into qualified pilot opportunities.

You will operate at the intersection of customer engagement, technical fluency, and growth execution—capturing customer interest, shaping demo narratives, and coordinating the right cross‑functional teams to move opportunities toward operational validation.

Customer Success Leads are responsible not only for generating qualified opportunities, but also for institutionalizing how LMI engages customers  will build the playbooks, intake workflows, demo assets, and lightweight internal training systems that create a repeatable path from conference engagement and customer briefings to pilots and enterprise expansion. In this role, you are both a growth operator and a systems builder—driving immediate customer momentum while laying the foundation for how LMI scales mission technology adoption across the DoD portfolio.

• Lead customer‑facing product demonstrations:
  Own and deliver compelling baseline demonstrations of the NADACS / SPECTR solution, translating mission workflows into clear operational value propositions.
• Drive customer discovery and follow‑through:
  Conduct recurring customer check‑in meetings, discovery sessions, and follow‑up engagements that maintain momentum from initial interest through pilot implementations.
• Own demo‑to‑pilot conversion:
  Translate customer interest into qualified pilot opportunities by shaping use cases, defining initial success criteria, aligning stakeholders, and coordinating the right internal technical and mission resources.
• Oversee pilot implementation at customer sites:
  Partner with Mission Managers to successfully solution, plan, and execute pilot installations at customer sites.
• Shape enterprise expansion pathways:
  Synthesize pilot outcomes, customer feedback, usage signals, and mission insights into recommendations for next‑phase scope, enterprise deployment opportunities, and scalable solution expansion strategies.
• Support pipeline health and expansion readiness:
  Support leadership pipeline reviews by presenting opportunity status, pilot progression, risks, recommended next steps, and proposal or contract inputs needed to advance qualified opportunities.
• Build and improve the engagement operating system:
  Own the creation and continuous refinement of reusable demo scripts, intake forms, customer check‑in templates, pilot success scorecards, leadership reporting templates, and lightweight internal training assets, in partnership with Marketing, Communications, and Digital Transformation teams.

• 8–12 years of experience in defense or federal customer‑facing roles supporting technology growth, pilot‑driven sales, solution demonstrations, or enterprise expansion initiatives.
• Proven success leading technology and pilot‑driven sales activities from initial customer engagement through pilot execution, maintaining continuity across pilot chases and supporting follow‑on growth opportunities.
• Demonstrated ownership of product demonstrations, with the ability to independently lead baseline demos, conduct customer workflow discovery, and perform lightweight solutioning that frames deeper technical engagements.
• Experience building customer success, sales enablement, or customer…