Sales Solutions Architect - AV

Black Box • Plano, TX

22h

About The Position

The Sales Solutions Architect – AV works alongside Account Managers to identify, qualify, and pursue audiovisual opportunities, bringing technical credibility to sales engagements. The role develops pipeline, co-sells with manufacturer and alliance partners, maintains opportunity and forecast data in Salesforce, and expands AV engagements into broader Modern Workplace solutions.

The position leads consultative discovery, site surveys, and facility walkthroughs; develops business cases; presents solutions to technical and executive stakeholders; handles objections; and supports opportunities through negotiation and contract award. It creates and reviews technical documentation, including Statements of Functionality, conceptual diagrams, Bills of Materials, infrastructure drawings, and Scopes of Work. The role applies relevant AVIXA standards, coordinates networked AV requirements with client IT and security stakeholders, and identifies applicable code, accessibility, and construction coordination requirements.

The Sales Solutions Architect owns estimates and pricing, develops commercially competitive quotes within approved margin guardrails, leads RFP and RFQ responses, and works with Practice, Delivery, Finance, and Engineering Support. At award, the role transfers complete project documentation to Delivery. It also builds manufacturer relationships, helps Account Managers identify AV opportunities, maintains relevant certifications, and contributes to internal design standards and documentation practices. Success is measured by contribution to bookings and gross margin, pipeline generated, win rate, managed services attachment, and design accuracy.

The role combines client-facing selling, office-based design and proposal work, and periodic site visits. It involves travel up to 33%, standard business hours with flexibility to meet client deadlines, extended computer workstation use, and occasional lifting or carrying of materials up to 50 pounds. Site work may involve ladders, active construction environments, and varied locations such as server rooms, data centers, conference rooms, classrooms, clinical spaces, and mechanical areas. Site safety training and compliance with facility access requirements are expected.

Requirements

• At least 5 years of commercial AV system design and integration experience, including complex, multi-space, and multi-site projects with networked AV and UC integration.
• At least 3 years in a customer-facing solution sales or pre-sales role, with demonstrated contribution to revenue or quota attainment.
• Track record of leading opportunities from discovery to close alongside Account Managers or sales teams.
• Experience in at least one of these verticals: Enterprise, Healthcare, Finance, Higher Education, or State/Local Government.
• Familiarity with commercial construction processes, drawing sets, and coordination with general contractors and MEP trades.
• Working command of consultative sales methodology, from discovery and qualification through close.
• Ability to build business cases and explain technical solutions in terms of financial and operational value to executive buyers.
• Comfort negotiating scope, pricing, and terms while protecting margin; experience co-selling with manufacturer partners, including deal registration.
• Disciplined use of Salesforce for opportunity, pipeline, and forecast management.
• In-depth understanding of AV signal flow, system architecture, and integration of audio, video, control, and unified communications technologies; fundamentals of room acoustics, speech intelligibility, and loudspeaker coverage.
• Strong working knowledge of IP networking for AV, including VLANs, subnetting, IGMP, QoS, PoE, and AV-over-IP transport protocols, and awareness of networked AV security practices.
• Experience with audio DSP platforms, control systems, video conferencing ecosystems, and matrix switching or distribution.
• Experience with Microsoft Teams Rooms, Zoom Rooms, and Cisco Webex/RoomOS ecosystems, including room-kit hardware from Logitech, Poly, Lenovo, Yealink, and Cisco.
• Working knowledge of applicable AVIXA design and verification standards and codes affecting AV scope, including ADA assistive-listening requirements and NEC requirements for low-voltage and plenum-rated cabling.
• Required software tools: Salesforce, D-Tools System Integrator, AutoCAD, Microsoft Office Suite, and Adobe Acrobat or Bluebeam.
• AVIXA CTS certification at hire or within six months for otherwise strong candidates; other required platform and technology certifications are expected within 12 months of hire.
• Strong written and verbal communication, executive presence, organization, resilience, consultative judgment, collaboration, and emotional intelligence.
• Valid driver’s license and driving record meeting company vehicle policy; ability to complete site safety training within 90 days of hire and comply with relevant facility access requirements.
• Able to perform the described work with or without reasonable accommodation.

Nice To Haves

• Associate’s or Bachelor’s degree in a relevant area, including audio production, music technology, sound engineering, broadcast technology, media systems, telecommunications, electronics technology, systems engineering technology, communications technology, AV systems, IT/network administration, business, marketing, or sales; equivalent certifications, manufacturer training, and hands-on experience are also considered.
• Prior hands-on experience with Salesforce, D-Tools, and AutoCAD is strongly preferred; specific workflows can be learned on the job.
• Preferred certifications include CTS-D, Dante Level 2 or 3, Q-SYS Level 2, and collaboration-platform manufacturer sales or solution accreditations.
• Preferred software includes AFMG EASE, EASE Evac/EASE Address, EASE Focus, manufacturer design/configuration tools such as Q-SYS Designer, Biamp Tesira, or Shure Designer, Microsoft Visio, and Autodesk Revit or an equivalent BIM platform.
• Nice-to-have certifications include Q-SYS Control 101/201, Extron Control Specialist, and Crestron DM NVX certifications.

Responsibilities

• Work with Account Managers to identify, qualify, pursue, and close AV opportunities, and generate pipeline from customer conversations, projects, refresh cycles, and related engagements.
• Co-sell with manufacturer and alliance partners, including deal registration and joint pursuit planning.
• Maintain accurate opportunity, stage, and forecast information in Salesforce.
• Identify opportunities to expand AV solutions into broader Modern Workplace offerings, including voice, collaboration platforms, and managed AV services.
• Lead client discovery, document needs in a program report, conduct site surveys and walkthroughs, and validate design assumptions.
• Develop business cases, present solutions to technical and executive stakeholders, position Black Box against competitors, and address technical and commercial objections.
• Own the close plan with the Account Manager, participate in commercial negotiations through contract award, and represent the company at pre-bid meetings, RFP walkthroughs, and industry events.
• Author Statements of Functionality and conceptual signal-flow or functional block diagrams for client review and as references for control-system and DSP teams.
• Direct and quality-review Bills of Materials in D-Tools and infrastructure drawings produced with engineering support.
• Apply relevant AVIXA standards and networked AV security practices; coordinate network requirements with client IT, network, and security stakeholders.
• Identify applicable code, accessibility, and construction coordination requirements from architectural and engineering drawings.
• Own labor-hour and material estimates, develop pricing and fixed-bid quotes within margin guardrails, and complete pre-approval and peer-review processes as applicable.
• Produce Scopes of Work and lead formal RFP and RFQ responses, including technical narratives, product submittals, and compliance documentation.
• Lead value-engineering discussions while protecting client outcomes and deal margin; verify equipment availability, lead times, lifecycle status, and warranty terms, and propose alternatives when needed.
• Transfer awarded opportunities to Delivery with complete technical and commercial documentation.
• Build co-sell relationships with manufacturer sales and channel teams and help Account Managers recognize and position AV and managed services opportunities.
• Maintain AVIXA and manufacturer certifications, stay current with AV, UC, and AV-over-IP technologies, and contribute to internal design standards, templates, and documentation practices.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed