Sales Solutions Architect - AV

Black Box • Plano, TX

1d

About The Position

The Sales Solutions Architect – AV supports Black Box’s sales organization by developing commercial AV opportunities and leading consultative solution selling from discovery through contract award. The role partners with Account Managers, manufacturer and alliance partners, clients, and internal Practice, Delivery, Engineering Support, and Finance teams. It combines pipeline development, client discovery, site assessment, solution design, technical documentation, pricing, proposal development, and commercial negotiation. The position also helps expand AV engagements into broader Modern Workplace solutions and managed AV services.

The architect develops and documents solutions for complex, multi-space and multi-site AV projects, including networked AV and unified communications. Work includes preparing Statements of Functionality, conceptual signal-flow and functional-block diagrams, reviewing Bills of Materials and infrastructure drawings, applying relevant AVIXA standards, and coordinating network, security, code, accessibility, and construction requirements. The role owns estimates and pricing within approved margin guardrails, prepares SOWs and formal RFP/RFQ responses, and transfers complete opportunity documentation to Delivery at contract award.

Success is measured by contribution to team bookings and gross margin, pipeline generated, win rate, managed-services attachment, and design accuracy. The position combines client-facing selling, office-based design and proposal work, and periodic site visits. Travel may be up to 33%, including visits to active construction environments. Standard business hours apply, with flexibility required to meet client deadlines and pre-sales response timelines.

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 one or more of the following 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 from discovery and qualification through close.
• Ability to build business cases and translate technical solutions into financial and operational value for executive buyers.
• Ability to negotiate 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.
• Strong executive presence in presentations, workshops, and pre-bid meetings.
• In-depth understanding of AV signal flow, system architecture, and integration of audio, video, control, and unified communications, plus fundamentals of room acoustics, speech intelligibility, and loudspeaker coverage.
• Strong working knowledge of IP networking for AV systems, including VLANs, subnetting, IGMP, QoS, PoE, and AV-over-IP transport protocols; awareness of networked AV security practices such as device hardening, credential management, and network segmentation.
• Proficiency with audio DSP platforms, control systems, video-conferencing ecosystems, and matrix switching and 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 relevant 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: Salesforce, D-Tools System Integrator (SI), AutoCAD for reviewing and marking up infrastructure drawings, Microsoft Office Suite (Word, Excel, Outlook, Teams, OneNote), and Adobe Acrobat or Bluebeam.
• AVIXA CTS certification at hire or within 6 months for otherwise strong candidates.
• Obtain the other required platform and technology certifications within 12 months of hire, including Dante Level 1, Q-SYS Level 1, applicable Extron AV Associate and Network AV Specialist certifications, specified Biamp Tesira training, Shure Collaboration & Conferencing Levels 1 and 2, Crestron DigitalMedia Certified Designer (DMC-D-4K), and collaboration-platform manufacturer sales and solution accreditations.
• Excellent written and verbal communication, organization, resilience, consultative approach, commercial acumen, ownership, and ability to collaborate effectively with Account Managers, Delivery, Engineering Support, partners, clients, and internal stakeholders.
• Valid driver’s license and a driving record that meets company vehicle policy.
• Ability to meet the described work demands, with or without reasonable accommodation, including extended computer-work periods, occasional handling of equipment weighing up to 50 lbs, and use of ladders during site surveys.
• Ability to complete site safety training and comply with facility access requirements, including healthcare vendor credentialing, infection-control protocols, and background checks for government and financial sites.

Nice To Haves

• An Associate’s or Bachelor’s degree in a relevant field, 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; specific workflows can be learned on the job.
• Experience with AFMG EASE, EASE Evac/EASE Address, or EASE Focus for acoustic modeling and coverage simulation.
• Experience with manufacturer design and configuration software such as Q-SYS Designer, Biamp Tesira, or Shure Designer.
• Experience with Microsoft Visio and Autodesk Revit or an equivalent BIM platform for BIM-required projects.
• CTS-D (Certified Technology Specialist – Design), Dante Level 2 or Level 3, Q-SYS Level 2, Q-SYS Control 101/201, Extron Control Specialist (ECS), or Crestron DM NVX certifications.
• Programming background, while not a core function, to strengthen design credibility.

Responsibilities

• Work with Account Managers to identify, qualify, and pursue AV opportunities, and generate pipeline through customer conversations, facility projects, refresh cycles, and adjacent Modern Workplace engagements.
• Co-sell with manufacturer and alliance partners, including deal registration and joint pursuit planning.
• Maintain accurate opportunity, stage, and forecast data in Salesforce.
• Expand AV opportunities into broader Modern Workplace solutions, including Teams voice, collaboration platforms, and managed AV services.
• Lead client discovery, document business goals, user needs, space constraints, budget, and decision processes in a needs analysis summary for client review before detailed design.
• Perform site surveys and facility walkthroughs to assess infrastructure, coordination requirements, and design assumptions.
• Build business cases connecting proposed solutions to client outcomes, including ROI and total cost of ownership where appropriate.
• Present solutions to technical, facilities, executive, and department stakeholders; explain technical concepts in terms of business value; position Black Box against competing approaches and address objections.
• Own the close plan with the Account Manager, participate in commercial negotiation through contract award, and represent the company at pre-bid meetings, RFP walkthroughs, and industry events.
• Author Statements of Functionality defining system capabilities, operational intent, and limitations.
• Create conceptual signal-flow and functional-block diagrams for client review and as programming references for control-system and DSP teams.
• Direct and quality-review Bills of Materials in D-Tools and infrastructure drawings produced with engineering support, ensuring alignment with agreed scope.
• Apply relevant AVIXA design, documentation, performance verification, energy management, and networked AV security standards.
• Engage client IT, network, and security stakeholders early to define networked AV requirements, including VLANs, IP addressing, PoE budgets, multicast, credentials, and firmware and patch policies.
• Identify applicable code and accessibility requirements, including assistive-listening requirements, and review architectural and engineering drawing sets to flag coordination needs.
• Own labor-hour and material estimates, consult Delivery on labor assumptions, and apply Finance-approved labor rates.
• Build technically accurate, competitive fixed-bid pricing and quotes within approved margin guardrails; complete pre-approval reviews with Practice and Delivery leadership, including independent design peer review for large or complex opportunities.
• Produce SOWs that clearly define project scope for internal teams and client-facing agreements.
• Lead formal RFP and RFQ responses, including technical narratives, product submittals, and compliance documentation.
• Lead value-engineering discussions when scope or budget constraints require design changes, protecting client outcomes and deal margin.
• Confirm equipment availability, lead times, lifecycle or end-of-life status, and warranty terms; propose alternatives where supply or support risk exists.
• Transfer complete opportunity documentation to Delivery at contract award, including the SOF, BOM, SOW, labor assumptions, and open items.
• Build co-selling relationships with manufacturer sales and channel teams and help Account Managers identify and position AV and managed-services opportunities.
• Maintain AVIXA and manufacturer certifications and stay current with AV, UC, and AV-over-IP technologies and trends across target verticals.
• Contribute to internal design standards, templates, and documentation practices.
• Complete OSHA 10-Hour Construction training within 90 days of hire and comply with site-safety and facility-access requirements.

What This Job Offers

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