Sales Solutions Architect - Zoom

Solution Architect Zoom

The Solution Architect Zoom is Black Box's dedicated Zoom subject-matter expert, combining deep Zoom technical credibility with a strong commercial mandate. This role proactively creates Zoom pipeline across the Black Box customer base, shapes solutions, progresses opportunities from discovery through close, and shares accountability for the practice's bookings and gross margin target. Working alongside Account Managers and Zoom field teams, the role makes sure Black Box professional and managed services are part of every solution strategy from the start.

This is not a traditional reactive Solution Architect position, and it is not a director-level alliance role. The ideal candidate is a Zoom architect with hunter DNA: as comfortable building an account plan with an Account Manager and a Zoom AE as they are designing a multi-site Zoom Phone and Contact Center migration. Account Managers retain customer and commercial ownership; this role is the technical-commercial catalyst. At contract award, the opportunity transfers to Delivery for execution.

Zoom Expertise & Solution Architecture

• Serve as Black Box's go-to Zoom expert across Zoom Workplace, Zoom Phone, Zoom Contact Center, Zoom Rooms/Spaces, and emerging Zoom AI capabilities.
• Translate customer requirements into technically sound 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 early to confirm readiness, including QoS, bandwidth, firewall rules, SSO, and compliance and recording requirements.
• Identify the Black Box services needed to deliver the customer outcome as part of the solution design.

Pipeline Creation & Opportunity Development

• Work the Black Box customer base with Account Managers to identify legacy UC transformation, Zoom Phone, contact center, collaboration, Rooms/Spaces, and AI opportunities, without waiting for fully formed deals.
• Develop Zoom strategies for priority accounts, covering workload entry points, competitive context, lifecycle triggers such as contract renewals and end-of-support dates, and required services.
• Build business cases that tie the proposed solution to client outcomes, including ROI and total cost of ownership where appropriate.
• Maintain accurate opportunity, stage, and forecast data in Salesforce for every opportunity the role originates or supports.

Zoom Field Alignment & Co-Sell

• Build productive working relationships with Zoom AEs, SEs, and specialists.
• Connect Zoom field resources with the right Black Box account, architecture, professional services, managed services, CX, and AV resources to create two-way pipeline.
• Coordinate deal registration and joint pursuit planning on shared opportunities, within agreed rules of engagement.

Opportunity Progression Through Close

• Participate throughout discovery, qualification, solution design, positioning, workshops, demonstrations, validation, proposal development, and close.
• Drive disciplined follow-up with clear next actions on every active pursuit.
• Position Black Box against competing partners and platforms, including Microsoft Teams Phone and other UCaaS and CCaaS providers, and handle technical and commercial objections throughout the sales cycle.
• Support the Account Manager on the close plan, proposal, and commercial negotiation through contract award.
• At contract award, transfer the opportunity to Delivery with complete documentation (solution design, services scope, assumptions, and open items).

Services Attachment

• Build Black Box implementation, migration, integration, managed services, enterprise voice, AV/Rooms, CX transformation, and AI consulting services into the solution strategy before the platform decision, not after.
• Work with services architects to scope and validate the professional and managed services included in each proposal.
• Position Black Box differentiation in field services, logistics, staging, and managed delivery beyond license resale.

Sales Plays & Field Enablement

• Help operationalize repeatable motions: Legacy UC to Zoom Phone, UC to Zoom Phone plus Contact Center, expansion of existing Zoom customers, Rooms/Spaces modernization, and AI-enabled customer experience transformation.
• Create reusable discovery guides, solution patterns, presentations, competitive positioning, and sales plays.
• Equip Account Managers and adjacent practices to recognize Zoom triggers, ask effective discovery questions, understand competitive fit, access Zoom resources, and attach the right services.
• Maintain Zoom partner credentials in good standing and stay current with the Zoom roadmap and AI capabilities.

How Success Is Measured

Performance is measured on pipeline, revenue influence, and field leverage together:

• Contribution to the team bookings and gross margin target.
• Pipeline created: qualified Zoom opportunities materially originated or developed by the role.
• Pipeline progressed: opportunities advanced from early discovery into defined solution, proposal, or later sales stages.
• Bookings influenced: Zoom platform and related Black Box business the role materially helped close.
• Services attached: professional and managed services incorporated into Zoom opportunities.
• Field leverage: productive engagement across Black Box and Zoom sellers, SEs, specialists, and priority accounts.
• Enablement impact: sales plays, workshops, and field education that produce identifiable opportunities.

Qualifications

Experience

• 7+ years in UCaaS, CCaaS, enterprise voice, or collaboration solution architecture, including complex, multi-site enterprise environments.
• 3+ years in a customer-facing solution sales or pre-sales role, with demonstrated influence on pipeline and bookings, including opportunities the candidate originated.
• Hands-on design or deployment experience with the Zoom platform, 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 working across one or more of the following verticals: Enterprise, Healthcare, Finance, Higher Education, or State/Local Government.

Sales & Commercial Skills

• Working command of a consultative sales methodology, from discovery and qualification through close.
• 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: understands 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 with customer executives, IT leaders, architects, sellers, and delivery teams.

Technical Knowledge

Current Zoom partner certifications for solution selling are required at hire, or must be completed within 3 months for otherwise strong candidates. The role must stay current on Zoom Phone, Contact Center, Workplace, Rooms/Spaces, and AI as the platform evolves.

• In-depth understanding of cloud voice architecture: 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: routing and IVR, omnichannel, CRM and ticketing integration, workforce management, quality management, recording, and reporting.
• Strong working knowledge of IP networking and security as they apply to real-time media: QoS, bandwidth planning, firewall and proxy configuration, SBCs, and SSO and identity integration.
• Familiarity with Zoom Rooms hardware ecosystems and room standards, and when to engage the AV practice.
• Competitive fluency in Microsoft Teams Phone and other leading UCaaS and CCaaS platforms.

Software Tools

• Required: Salesforce for opportunity and pipeline management; Zoom administration portals; Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams); Microsoft Visio or equivalent for solution diagrams. Prior hands-on Salesforce experience is strongly preferred; specific workflows can be learned on the job.
• Preferred: CRM and ticketing platforms commonly integrated with Zoom Contact Center, such as Salesforce Service Cloud, ServiceNow, or Microsoft Dynamics; network assessment and call-quality tools.