Solution Architect

AudioCodes; Mumbai; Hybrid; INR 4,000,000 - 7,000,000; Full time

Benefits offered by this job

Restaurant d'entreprise

Job summary

AudioCodes is seeking a Solution Architect to develop productive partner relationships and turn joint account plans into sustainable commercial growth, coordinating with regional Sales, presales specialists, Marketing and the partner ecosystem.

You will own the journey from partner recruitment and onboarding through joint opportunity development, execution and ongoing account growth, making sure important details and commitments carry through each stage.

Qualifications

• 10+ years of relevant experience in pre-sales solution architecture, channel sales, and partner account management.
• Record of conducting POCs, demos, RFPs and developing channel partners.
• Proven experience selling to the BFSI (Banking, Financial Services & Insurance) vertical with enterprise customers.
• Ability to build joint business plans and translate them into qualified customer opportunities.
• Experience navigating enterprise buying processes with multiple decision makers.
• Practical commercial negotiation, account planning and opportunity management skills.
• Practical experience with UCaaS, Voice AI, Microsoft Teams, Genesys, Avaya, Zoom, AWS, Azure and the ability to apply this knowledge to the roles core activities.
• Strong written and spoken English, active listening and clear communication with different stakeholders.
• Independent ownership, sound prioritization and effective collaboration across teams.
• Experience developing a new partner territory or building a channel program from an early stage.
• Experience coordinating joint marketing campaigns and measuring their contribution to pipeline.
• Experience expanding an existing account into additional products, use cases, or business units.

Responsibilities

• Develop partner account plans with clear priorities, joint activities and measurable commercial outcomes.
• Identify and qualify new channel partners and build a productive onboarding and enablement plan.
• Work with partners to identify customer opportunities, map stakeholders and agree actionable next steps.
• Coordinate with presales and Marketing to deliver relevant enablement, campaigns and customer engagements.
• Manage commercial discussions and help partners progress opportunities through to a clear buying decision.
• Maintain accurate CRM records, account plans and opportunity forecasts, escalating risks early.

Job description

Job Description:

AudioCodes is currently looking for a Solution Architect to develop productive partner relationships and turn joint account plans into sustainable commercial growth.
The role combines practical expertise in channel sales and partner account management with close collaboration across regional Sales, presales specialists, Marketing and the partner ecosystem.

About Us

We are AudioCodes, (NASDAQ: AUDC) a global leader in voice communications, voice AI, Unified Communications, Contact Center, and AI-powered customer experience solutions. For over 30 years, we have helped enterprises and service providers worldwide modernize their communications environments and deliver exceptional employee and customer experiences.

As a trusted Microsoft partner and a leader in Voice AI and Conversational AI, AudioCodes enables organizations to accelerate digital transformation through innovative solutions that integrate seamlessly with Microsoft Teams, Zoom, and other leading collaboration platforms.

With a global presence, thousands of customers worldwide, and a strong ecosystem of partners, AudioCodes is recognized as a market leader in enterprise communications and AI-driven voice solutions.

Your mission

As our Solution Architect, you will develop productive partner relationships and turn joint account plans into sustainable commercial growth, taking responsibility for the work and decisions that make this possible.
Your day-to-day work will combine partner account planning, opportunity reviews, enablement sessions and direct conversations about customer needs, with a clear link between each activity and the outcome it is intended to achieve.
You will own the journey from partner recruitment and onboarding through joint opportunity development, execution and ongoing account growth, making sure important details and commitments carry through each stage.
Working closely with regional Sales, presales specialists, Marketing and the partner ecosystem, you will clarify expectations, coordinate dependencies and bring the right expertise into decisions at the right time.
You will use your professional judgment to investigate challenges, evaluate practical options and explain the implications of your recommendations to the people involved.
You will keep priorities, progress and risks visible, maintaining useful documentation and agreeing concrete next steps when circumstances or requirements change.
The role requires direct involvement in execution, curiosity about the underlying problems and a willingness to improve working practices using feedback and observed results.
Your contribution will be reflected in the quality of partner engagement, joint pipeline progression and the business delivered through those relationships, as well as the trust and effective working relationships you build across the organization.

Responsibilities

• Develop partner account plans with clear priorities, joint activities and measurable commercial outcomes.
• Identify and qualify new channel partners and build a productive onboarding and enablement plan.
• Work with partners to identify customer opportunities, map stakeholders and agree actionable next steps.
• Coordinate with presales and Marketing to deliver relevant enablement, campaigns and customer engagements.
• Manage commercial discussions and help partners progress opportunities through to a clear buying decision.
• Maintain accurate CRM records, account plans and opportunity forecasts, escalating risks early.

Requirements

Professional requirements

• 10+ years of relevant experience in pre-sales solution architecture, channel sales, and partner account management — Mandatory
• A record of both conducting POCs, Demos, RFPs and developing channel partners and growing commercially productive accounts — Mandatory
• Proven experience selling to the BFSI (Banking, Financial Services & Insurance) vertical, with direct exposure to enterprise customers in this sector - Mandatory
• Ability to build joint business plans and translate them into qualified customer opportunities — Mandatory
• Experience navigating enterprise buying processes and working with multiple decision makers — Mandatory
• Practical commercial negotiation, account planning and opportunity management skills — Mandatory
• Practical experience with UCaaS, Voice AI, Microsoft Teams, Genesys, Avaya, Zoom, AWS, Azure and the ability to apply this knowledge to the roles core activities — Mandatory

Soft skills

• Strong written and spoken English, active listening and clear communication with different stakeholders — Mandatory
• Independent ownership, sound prioritization and effective collaboration across teams — Mandatory

Advantages

• Experience developing a new partner territory or building a channel program from an early stage — Advantage
• Experience coordinating joint marketing campaigns and measuring their contribution to pipeline — Advantage
• Experience expanding an existing account into additional products, use cases, or business units — Advantage

Requirements: