Senior Pre-Sales Architect (AV/VC)

Description:

Job Purpose:

The Senior Pre-Sales Architect (AV/VC) serves as a technical expert in designing, presenting, and supporting AV and video conferencing solutions for enterprise clients. This role also includes direct engagement with the sales process, contributing to revenue growth through consultative selling, solution positioning, and maintaining key client relationships.

Key Responsibilities:

Technical Pre-Sales & Solution Architecture:

• Lead technical discovery sessions with clients to understand business objectives, technical requirements, and AV/VC environments.
• Design bespoke AV and VC solutions, including hardware, software, and networking components, aligning with client budgets and use cases.
• Produce detailed solution documentation including schematics, bills of materials (BoMs), scope of works (SoW), and functional specifications.
• Collaborate with internal engineering, delivery, and project management teams to ensure solution feasibility and handover.

Sales Engagement & Client Interaction:

• Support the sales team in achieving revenue targets by acting as a trusted technical advisor.
• Participate in bid responses, RFPs/RFIs, and solution demonstrations.
• Deliver persuasive client-facing presentations and product demonstrations.
• Identify upsell/cross-sell opportunities within existing and new accounts.
• Contribute to go-to-market strategies and assist in defining value propositions.

Market & Product Expertise:

• Stay current with industry trends, standards (e.g., Dante, AES67, H.323/SIP), and evolving technologies from vendors like Cisco, Poly, Zoom, Microsoft Teams, Crestron, Biamp, etc.
• Evaluate new products and contribute to internal knowledge sharing and solution development.

Commercial & Operational:

• Provide input to commercial proposals and cost models, ensuring profitability and client satisfaction.
• Maintain accurate records of all client interactions, designs, and opportunities using CRM tools.
• Participate in strategic account planning and pipeline forecasting.

Key Skills and Competencies:

• Strong technical knowledge in AV system integration, unified communications, and collaboration platforms.
• Solid understanding of audio DSP, video codecs, control systems, and network infrastructure.
• Excellent communication, presentation, and interpersonal skills.
• Proven ability to translate technical concepts into business value propositions.
• Strong organizational and multitasking skills in fast-paced environments.

Qualifications & Experience:

• Bachelor's degree in Engineering, IT, or related field (or equivalent experience).
• Minimum 5–7 years of experience in AV/VC design and pre-sales roles.
• Industry certifications desirable: CTS, CTS-D, Crestron DMC-E, Cisco CCNA, or equivalent.
• Demonstrated experience with major platforms: Microsoft Teams Rooms, Zoom Rooms, Webex, etc.
• Experience in client-facing roles with commercial responsibility (e.g., quotas, pipeline development).

Desirable Attributes:

• Entrepreneurial mindset with a proactive and solution-focused approach.
• Comfort working independently and as part of cross-functional teams.
• Experience working with global enterprises or public sector clients.

Requirements:

• Lead technical discovery sessions with clients to understand business objectives, technical requirements, and AV/VC environments.
• Design bespoke AV and VC solutions, including hardware, software, and networking components, aligning with client budgets and use cases.
• Produce detailed solution documentation including schematics, bills of materials (BoMs), scope of works (SoW), and functional specifications.
• Collaborate with internal engineering, delivery, and project management teams to ensure solution feasibility and handover.

• Support the sales team in achieving revenue targets by acting as a trusted technical advisor.
• Participate in bid responses, RFPs/RFIs, and solution demonstrations.
• Deliver persuasive client-facing presentations and product demonstrations.
• Identify upsell/cross-sell opportunities within existing and new accounts.
• Contribute to go-to-market strategies and assist in defining value propositions.

• Stay current with industry trends, standards (e.g., Dante, AES67, H.323/SIP), and evolving technologies from vendors like Cisco, Poly, Zoom, Microsoft Teams, Crestron, Biamp, etc.
• Evaluate new products and contribute to internal knowledge sharing and solution development.

• Provide input to commercial proposals and cost models, ensuring profitability and client satisfaction.
• Maintain accurate records of all client interactions, designs, and opportunities using CRM tools.
• Participate in strategic account planning and pipeline forecasting.

• Strong technical knowledge in AV system integration, unified communications, and collaboration platforms.
• Solid understanding of audio DSP, video codecs, control systems, and network infrastructure.
• Excellent communication, presentation, and interpersonal skills.
• Proven ability to translate technical concepts into business value propositions.
• Strong organizational and multitasking skills in fast-paced environments.

• Bachelor's degree in Engineering, IT, or related field (or equivalent experience).
• Minimum 5–7 years of experience in AV/VC design and pre-sales roles.
• Industry certifications desirable: CTS, CTS-D, Crestron DMC-E, Cisco CCNA, or equivalent.
• Demonstrated experience with major platforms: Microsoft Teams Rooms, Zoom Rooms, Webex, etc.
• Experience in client-facing roles with commercial responsibility (e.g., quotas, pipeline development).

• Entrepreneurial mindset with a proactive and solution-focused approach.
• Comfort working independently and as part of cross-functional teams.
• Experience working with global enterprises or public sector clients.