Sales Solutions Architect - Zoom

Black Box • Plano, TX

1d

About The Position

The Sales Solutions Architect – Zoom is Black Box’s dedicated Zoom subject-matter expert, pairing deep technical expertise with a commercial focus. The role creates and develops Zoom opportunities across Black Box’s customer base, shapes customer solutions, advances pursuits from discovery through close, and shares accountability for team bookings and gross margin. It works with Account Managers and Zoom field teams to incorporate Black Box professional and managed services into solution strategies from the outset. Account Managers retain customer and commercial ownership; at contract award, the opportunity transfers to Delivery for execution.

This is a proactive, customer-facing technical-commercial role rather than a reactive architecture or director-level alliance position. The architect builds account plans and co-sells with Zoom representatives while designing complex solutions such as multi-site Zoom Phone and Contact Center migrations.

The role covers Zoom Workplace, Zoom Phone, Zoom Contact Center, Zoom Rooms/Spaces, and emerging AI capabilities. It includes customer discovery, solution design, technical validation, business-case development, opportunity and forecast management, co-selling, proposal and close support, services attachment, and creation of repeatable sales plays and field enablement materials. Success is measured through pipeline creation and progression, bookings influence, services attachment, contribution to bookings and gross margin, field collaboration, and enablement impact.

The position combines client-facing selling with office-based solution design and proposal work, and includes travel of up to 33%. Typical work involves extended computer use, occasional visits to client facilities, standard business hours with flexibility to meet client deadlines, and compliance with facility access requirements. Black Box is a technology solutions provider and wholly owned subsidiary of AGC Networks, with more than 2,500 team members in 24 countries. It identifies innovation, ownership, transparency, respect, and open-mindedness as company values and is an equal opportunity employer.

Requirements

• At least 7 years of experience in UCaaS, CCaaS, enterprise voice, or collaboration solution architecture, including complex multi-site enterprise environments.
• At least 3 years in a customer-facing solution sales or pre-sales role, with demonstrated influence on pipeline and bookings, including opportunities originated by the candidate.
• Hands-on Zoom platform design or deployment experience; experience across Zoom Phone, Contact Center, Workplace, Rooms/Spaces, and AI is desired.
• Experience migrating legacy UC and contact center platforms, such as Cisco, Avaya, or Mitel, to the cloud.
• Track record partnering with manufacturer field sales and engineering teams on complex enterprise pursuits.
• Demonstrated experience in one or more of Enterprise, Healthcare, Finance, Higher Education, or State/Local Government.
• Working command of consultative sales methodology from discovery and qualification through close, with initiative to originate opportunities.
• Ability to build business cases and translate technical solutions into financial and operational value for executive buyers.
• Services-oriented commercial thinking and understanding that Black Box differentiation extends beyond license resale.
• Experience co-selling with manufacturer partners, including deal registration and rules of engagement.
• Disciplined use of Salesforce for opportunity, pipeline, and forecast management.
• Strong executive presence and communication with customer executives, IT leaders, architects, sellers, and delivery teams.
• Current Zoom partner certifications for solution selling at hire, or ability to complete them within 3 months.
• In-depth knowledge of cloud voice architecture, including number porting, PSTN and carrier options, bring-your-own-carrier, emergency calling, survivability, call routing, auto attendants, and analog and paging integration.
• Knowledge of contact center design, including routing and IVR, omnichannel, CRM and ticketing integration, workforce management, quality management, recording, and reporting.
• Strong working knowledge of IP networking and security for real-time media, including QoS, bandwidth planning, firewall and proxy configuration, SBCs, and SSO and identity integration.
• Familiarity with Zoom Rooms hardware ecosystems and room standards, and understanding of when to engage the AV practice.
• Competitive fluency in Microsoft Teams Phone and other leading UCaaS and CCaaS platforms.
• Required ability to use Salesforce, Zoom administration portals, Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams), and Microsoft Visio or an equivalent solution-diagramming tool.
• Hunter mindset, commercial acumen, resilience, organization, consultative approach, and ability to collaborate across Account Managers, Zoom field teams, services, and adjacent practices while respecting account ownership.
• Valid driver’s license and driving record meeting company vehicle policy.
• Ability to meet facility access requirements, which may include vendor credentialing and background checks.

Nice To Haves

• Prior hands-on Salesforce experience is strongly preferred; specific workflows can be learned on the job.
• Experience with CRM and ticketing platforms commonly integrated with Zoom Contact Center, such as Salesforce Service Cloud, ServiceNow, or Microsoft Dynamics.
• Experience with network assessment and call-quality tools.
• A Bachelor’s degree in Telecommunications or Network Engineering, Information Technology, Computer Science, Communications Technology, Unified Communications, Business, Marketing, Sales, or a closely related field is preferred.
• Equivalent combinations of industry certifications, manufacturer training, and hands-on architecture and sales experience are given serious consideration.

Responsibilities

• Serve as Black Box’s Zoom expert across Zoom Workplace, Zoom Phone, Zoom Contact Center, Zoom Rooms/Spaces, and emerging Zoom AI capabilities.
• Translate customer requirements into Zoom solution designs, including call flows, PSTN and carrier strategy, emergency calling, contact center routing, and integrations with CRM, ticketing, and identity platforms.
• Lead customer discovery, solution architecture, workshops, demonstrations, and technical validation.
• Engage client IT, network, and security stakeholders early to validate readiness, including QoS, bandwidth, firewall rules, SSO, compliance, and recording requirements.
• Identify Black Box services needed to deliver the customer outcome as part of solution design.
• Work with Account Managers to identify and develop Zoom opportunities across the Black Box customer base, including legacy UC transformation, Zoom Phone, contact center, collaboration, Rooms/Spaces, and AI.
• Develop Zoom strategies for priority accounts, including workload entry points, competitive context, lifecycle triggers, and required services.
• Build business cases connecting proposed solutions to client outcomes, including ROI and total cost of ownership where appropriate.
• Maintain accurate Salesforce opportunity, stage, and forecast information for opportunities originated or supported.
• Build working relationships with Zoom AEs, SEs, and specialists, and connect Zoom resources with relevant Black Box teams to create two-way pipeline.
• Coordinate deal registration and joint pursuit planning on shared opportunities within agreed rules of engagement.
• Participate throughout discovery, qualification, solution design, positioning, workshops, demonstrations, validation, proposal development, and close.
• Drive follow-up and clear next actions on active pursuits; position Black Box against competing partners and platforms and address technical and commercial objections.
• Support the Account Manager with close plans, proposals, and commercial negotiations through contract award.
• Transfer awarded opportunities to Delivery with complete documentation, including solution design, services scope, assumptions, and open items.
• Build Black Box implementation, migration, integration, managed services, enterprise voice, AV/Rooms, CX transformation, and AI consulting services into solution strategies before platform decisions.
• Work with services architects to scope and validate professional and managed services in proposals.
• Position Black Box’s field services, logistics, staging, and managed delivery capabilities beyond license resale.
• Help operationalize repeatable sales motions for legacy UC migrations, Zoom Phone and Contact Center, existing-customer expansion, Rooms/Spaces modernization, and AI-enabled customer experience transformation.
• Create reusable discovery guides, solution patterns, presentations, competitive positioning, and sales plays.
• Enable Account Managers and adjacent practices to recognize Zoom triggers, conduct discovery, assess competitive fit, access Zoom resources, and attach services.
• Maintain Zoom partner credentials and stay current on the Zoom roadmap and AI capabilities.

What This Job Offers

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