Sales Solutions Architect - Zoom

Black Box • Plano, TX

19h

About The Position

The Sales Solutions Architect – Zoom is Black Box’s dedicated Zoom subject-matter expert, combining deep technical expertise with a commercial focus. The role proactively creates and develops Zoom opportunities across Black Box’s customer base, shapes solutions, supports opportunities from discovery through close, and contributes to the practice’s bookings and gross-margin targets. Working with Account Managers and Zoom field teams, the architect incorporates Black Box professional and managed services into solution strategies from the outset. Account Managers retain customer and commercial ownership; after contract award, opportunities transfer to Delivery for execution.

The role covers Zoom Workplace, Zoom Phone, Zoom Contact Center, Zoom Rooms/Spaces, and emerging Zoom AI capabilities. It involves customer discovery, architecture, workshops, demonstrations, technical validation, account planning, business-case development, co-selling, proposal and close support, and opportunity management in Salesforce. The architect also builds repeatable sales plays and enables Black Box teams to identify Zoom opportunities and attach appropriate services.

The position combines client-facing selling, office-based solution design and proposal work, and periodic travel. Travel may be up to 33% to client sites, Zoom field engagements, and industry events. The role typically operates during standard business hours, with flexibility to meet client deadlines and pre-sales response timelines.

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; ideally across Zoom Phone, Contact Center, Workplace, Rooms/Spaces, and AI capabilities.
• 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 these verticals: Enterprise, Healthcare, Finance, Higher Education, or State/Local Government.
• Working command of a consultative sales methodology from discovery and qualification through close.
• Ability and initiative to originate opportunities, not only respond to them.
• Ability to build business cases and translate technical solutions into financial and operational value for executive buyers.
• Services-oriented thinking and understanding that Black Box’s 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 with customer executives, IT leaders, architects, sellers, and delivery teams.
• Current Zoom partner certifications for solution selling are required at hire, or must be completed within 3 months for otherwise strong candidates.
• In-depth understanding of cloud voice architecture, including number porting, PSTN and carrier options including bring-your-own-carrier, emergency calling, survivability, call routing, auto attendants, and analog and paging integration.
• Contact center design knowledge, 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.
• Ability to use Salesforce, Zoom administration portals, Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams), and Microsoft Visio or an equivalent solution-diagramming tool.
• Excellent written and verbal communication; able to present clearly to technical practitioners and executive stakeholders.
• Resilience and organization to manage multiple concurrent opportunities through long sales cycles.
• Consultative, trusted-advisor approach to client engagements.
• Ability to collaborate across Account Managers, Zoom field teams, services, and adjacent practices while respecting account ownership and advancing opportunities.
• Valid driver’s license and a driving record that meets company vehicle policy.
• Ability to meet facility access requirements, such as vendor credentialing and background checks, when visiting client facilities.
• Ability to perform the typical duties with or without reasonable accommodation, including regular extended computer workstation use and travel up to 33%.

Nice To Haves

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

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 solutions, 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 to assess readiness, including QoS, bandwidth, firewall rules, SSO, compliance, and recording requirements.
• Identify Black Box services required to deliver customer outcomes and incorporate them into solution designs.
• Partner with Account Managers to identify and develop Zoom opportunities across Black Box’s customer base.
• Develop Zoom strategies for priority accounts, including opportunity entry points, competitive context, lifecycle triggers, and required services.
• Build business cases connecting proposed solutions to customer outcomes, including ROI and total cost of ownership where appropriate.
• Maintain accurate Salesforce opportunity, stage, and forecast data for opportunities originated or supported.
• Build productive relationships with Zoom AEs, SEs, and specialists, and connect them with relevant Black Box teams and resources.
• Coordinate deal registration and joint pursuit planning on shared opportunities within agreed rules of engagement.
• Support opportunities 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’s close plan, proposal, and commercial negotiation through contract award.
• Transfer awarded opportunities to Delivery with complete documentation, including solution design, services scope, assumptions, and open items.
• Build 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.
• Operationalize repeatable sales motions for legacy UC to Zoom Phone, UC to Zoom Phone plus Contact Center, existing Zoom 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, ask effective discovery questions, assess competitive fit, access Zoom resources, and attach appropriate services.
• Maintain Zoom partner credentials in good standing and stay current with the Zoom roadmap and AI capabilities.

What This Job Offers

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