Competitive - Solutions Architect at Zoom Video Communications
Zoom is growing at an explosive pace by every measure - revenues, people, innovation, and customers. Led by Eric S. Yuan, the #1 ranked CEO on Glassdoor, our unique culture makes Zoom an awesome place to work. We are expanding teams across the organization. If you are motivated by delivering happiness, come join us at Zoom!
The Competitive Solution Architect role at Zoom is an exciting and rewarding position. This individual will focus on analysis of the competitive landscape and understanding market trends to improve Zoom’s technical go-to-market strategy.
We are looking for a subject matter expert and thought leader who can help shape the go-to-market strategy and support the sales organization through strategic, market, industry, and technical competitive analysis of impactful trends.
The primary responsibility of this role is deploying technical competitive intelligence techniques (i.e. including supporting testing and architectural tear-down); leveraging relevant competitive strategy analysis frameworks (e.g. Porter 4-corners, SWOT, 5 Forces); and activating actionable and tangible outputs from such analysis.
This includes direct support to strategic sales deals, and working with product management directly. This opportunity promises high visibility at the executive level and opportunity for rapid advancement for high performing talent.
Must be able to operate autonomously and effectively prioritize initiatives to maximize impact and Zoom revenue.
Deliver actionable technical competitive intelligence and impact analysis based on:
Architectural Tear-down - candidates in this role will focus on hands-on analysis of Tier 1 UCaaS vendors and comparing their offers against the Zoom platform.
Collaborate and provide guidance to competitive testing experts.
Strategic deal support in sales - participate and support strategic sales opportunities where the competition is being considered, to help close the sale in Zoom’s favor.
Cross-functional Interaction - Lead and influence road-map prioritization, by providing strategic and tactical input to Product Management and Engineering.
Training programs - Delivery of sales force training programs to improve competitive awareness, as a subject matter expert in the competition.
Content Creation - Contribute and collaborate with sales enablement in gathering, producing, and activating competitive knowledge base through deliverables including collateral, battlecards, and whitepapers.
Candidates must demonstrate the ability to work autonomously and have a big impact.
5+ years industry experience in pre-sales solution engineering, solution architecture, or technical marketing engineering. 3+ years experience with unified communications industry.
A profound competitive mentality and analytical skills to see impact where it is hidden.
Hands-on experience with Video, Voice, and UCaaS platforms and vendors, including adjacent components of an end-to-end client deployment, in a sales or implementation capacity.
Testing and benchmarking experience is a plus.
Excellent candidates must be highly organized, good documenting, with strong verbal and written communication skills.
Skilled and comfortable as a presenter.
Good leader and mentor of junior team members to help them grow.
Previous competitive intelligence experience is considered a plus.
Bachelor's degree in relevant business, computer science, or engineering disciplines preferred.
Hands-on experience with Zoom competitive offers is highly desirable.
Ensuring a diverse and inclusive workplace where we learn from each other is core to Zoom’s values. We welcome people of different backgrounds, experiences, abilities and perspectives including qualified applicants with arrest and conviction records as well as any qualified applicants requiring reasonable accommodations in accordance with the law.
We believe that the unique contributions of all Zoomies is the driver of our success. To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.
All your information will be kept confidential according to EEO guidelines.
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