Inside Solutions Architect, UC & Collaboration

Description

• Own the technical relationship with clients on assigned opportunities from small/mid-market & enterprise level accounts.  
• Supports AE’s, AM’s, ATE’s, CE’s, and SA’s by performing all presales activities required to complete the solution design. These activities include submitting Deal Registrations, creating BoM’s, securing ZONES solution costs from OEM or Distributor, creation Visio diagrams on complex solutions, building a quote in ZONES CRM and validating the solution accuracy prior to delivery.
• Be an expert on leading Unified Collaboration applications such as Cisco Unified Communications Manager, Unity Connection, IM & Presence, Contact Center, Voice and Video Gateways, Teleconferencing (WebEx) both on prem and Cloud, Voice and Video over RF WLAN, E911/Emergency Calling solutions.
• Be an expert on Collaboration specific software/subscription-based licensing.
• Assess, design, price, quote, and position industry leading Collaboration solutions such as Cisco, Avaya,Polycom, Logitech, Teams etc. for Zones clients.
• Conducts discovery calls to scope customer’s requirements/pain points and use that information to design appropriate solution.  
• Conduct required assessments on customer’s environment/systems to drive assessment led selling.  
• Demonstrate strong business acumen and deep understanding of client’s IT related business goals and challenges through presentations to ensure proper translation of the client’s needs into solutions.  
• Review quotes/configurations prior to delivery to the Customer to ensure accuracy and minimize costly returns and Customer satisfaction issues  
• Build in-depth knowledge of clients' technical and business priorities, challenges and initiatives that can be translated into solution opportunities.  
• Identify and recommend upsell/cross-sell opportunities to help maximize solution revenue and margin potential  
• Display a positive, can-do attitude, willing to help others and take initiative to improve internal processes and documentation.
• Responsible for developing and proposing technology solutions that meet customers' needs.  
• Sell solutions across technology lifecycle (Discover, Assess, Solution, Migrate and Manage).  
• Keep pipeline, forecast, time and billing, project and activity reporting current based on defined tools and meeting submittal deadlines.  
• Maintain certifications necessary to enable Zones to resell the products and maintain the highest level of vendor rebates and secure the lowest cost.  
• Develop a deep understanding of Zones’ services catalog.  

• Minimum of 6+ years in an IT implementation and/or support role with at least 4 years as either an inside or field/customer facing presales solution architect/sales engineer. 
• Excellent written, presentation, and verbal communication skills.    
• Ability to communicate effectively with clients, colleagues, and management.    
• Demonstrates a high level of responsiveness to the customer.    
• Strong interpersonal, teaming, leadership, creativity, influencing, problem solving, and conflict resolution skills required.    
• Identify and recommend upsell/cross-sell opportunities to help maximize solution revenue and margin potential.   
• Build in-depth knowledge of clients' technical and business priorities, challenges and initiatives that can be translated into solution opportunities.   
• Maintain certifications necessary to enable Zones to resell the products and maintain the highest level of vendor rebates and secure the lowest cost.   
• Develop a deep understanding of Zones’ services catalog.   

About you:  

• You have a deep technical understanding of Unified Communications & Collaboration technologies 
• You are flexible, dependable, a self-starter, and capable of quickly learning new products and technologies.  
• You have experience selling advanced technology products and/or services.  
• Drive sales with technical expertise, account management skills, sales ability, and exceptional customer focus.