AV Solutions Specialist

The AV Solutions Specialist helps customers understand, evaluate, and purchase modern audiovisual solutions. This role works directly with customers and partners and closely with territory Account Managers to uncover needs, shape AV-specific solutions, and support opportunities from early discovery through an implementation-ready project handoff.

The right person for this role enjoys combining customer conversations, technical AV knowledge, solution design, and sales support. They are comfortable in front of customers, collaborative with internal teams, detail-oriented in documentation, and motivated to help grow a successful AV business.

The territory Account Manager owns the overall account relationship, commercial terms, contract negotiation, and sales forecast. The AV Solutions Specialist leads AV-specific discovery and solution-development activities.

Qualifications

Working Across Teams

• Clear ownership is how we stay organized, not a reason to say no. When a customer need crosses team lines, start with yes and work it out together.
• When anyone needs help that you can give, help them reach a successful outcome, even when the work isn’t yours to own, and tell your manager if it affects your own work.

Account Partnership & Discovery

• Partner with High Point Account Managers to identify, develop, and co-sell AV solutions for customers across multiple territories.
• Lead discovery conversations, site walks, and solution discussions to understand customer goals, technical needs, budgets, timelines, and desired outcomes.
• Help customers visualize the right AV solution and clearly explain the value, function, and expected result of the recommended approach.
• On accounts with an assigned Technical Sales Strategist, who owns the technical conversation, serve as a direct resource to the Technical Sales Strategist and drive the AV technical conversation when engaged, avoiding duplicated discovery, documentation, or solution presentations.

Solution Development & Documentation

• Use internal tools, manufacturer resources, and industry knowledge to develop or coordinate AV solution concepts, budgetary estimates, documentation, and implementation-ready handoff materials in partnership with AV engineering and the territory Account Manager.
• Create or coordinate customer-facing and implementation-facing materials such as solution visualization diagrams, preliminary wiring diagrams, specifications, bills of material, pricing inputs, implementation guidance, and product-specific installation notes.
• Own the accuracy of AV technical designs, statements of work, bills of material, and labor estimates. Presales Engineering owns these for all other solution types.
• Develop solutions within HPN-approved technical standards and reference designs.

Project Handoff & Implementation Support

• Prepare complete and accurate AV project handoff materials for the Account Manager to include in the full kit handed to implementation, helping implementation teams avoid errors, missed details, return trips, and unnecessary rework.
• Remain available after handoff to clarify documented design intent and original scope. Route project execution, scheduling, field-service, and change-control matters through the assigned Project Manager, Service Desk and Dispatch, or appropriate delivery leader.

Pipeline, Forecasting & Growth

• Maintain current and accurate AV opportunity information, solution status, next steps, estimated value, margin inputs, and forecasting inputs in NetSuite or the company’s designated CRM, in coordination with the territory Account Manager, who owns the sales forecast.
• Collect feedback from customers, sales, service, and implementation teams to improve future AV sales, design, documentation, and delivery processes.
• Help build and execute plans that grow AV revenue, gross profit, customer adoption, and overall solution quality.

Role Boundaries

• This role does not own technician scheduling, project plans, jobsite supervision, field-service dispatch, change-order approval, or delivery-team performance.
• This role does not replace the Account Manager’s ownership of the customer relationship or Presales Engineering’s ownership of design, SOWs, BOMs, and labor estimates for non-AV solutions.

Travel

• This role supports AV solution sales across High Point’s sales organization and may require significant overnight travel for customer meetings, site walks, solution presentations, manufacturer engagement, internal collaboration, and project support.

Qualifications

• Commercial audiovisual experience in sales, integration, system design, installation, technical presales, or a related technology field.
• Experience participating in customer discovery, site walks, and technical evaluations.
• Experience creating or reviewing scopes of work, bills of material, diagrams, proposals, estimates, or implementation documentation.
• Working knowledge of conferencing, collaboration, audio, video, control, displays, cabling, and related AV technologies.
• Basic networking knowledge for modern IP-based AV systems and AV-over-IP environments.
• Ability to communicate AV concepts clearly to both technical and non-technical audiences.
• Strong discovery, presentation, documentation, and relationship-building skills.
• Ability to work well with sales, engineering, project management, procurement, service, manufacturers, and implementation teams.
• Comfort managing multiple opportunities, priorities, and deadlines across different customers and territories.
• Ability to travel for customer meetings, site walks, solution presentations, manufacturer engagement, and internal collaboration.

Preferred Qualifications

• AVIXA CTS, CTS-D, or comparable manufacturer certifications.
• Experience with Q-SYS, Microsoft Teams Rooms, Yealink, Neat, AtlasIED, Daktronics, Audio-Technica, or similar commercial AV platforms.
• Experience with public-sector, education, enterprise, healthcare, or commercial purchasing and RFP processes.
• Experience using NetSuite or comparable CRM and quoting tools.

What are Key Measurements?

• AV revenue generated in partnership with territory Account Managers.
• AV gross profit and margin on closed AV opportunities.
• Accuracy of AV bills of material, statements of work, and labor estimates against what is required to deliver.
• Customers feel confident in the recommended AV solution and understand how it meets their needs.
• Account Managers see this role as a trusted AV partner who helps them win business and serve customers well.
• Implementation teams receive clear, complete, and accurate information that helps them deliver projects efficiently.
• AV opportunities are developed with realistic scopes, strong margins, and fewer surprises after the sale.
• Field feedback is used to improve the way High Point sells, designs, documents, and delivers AV solutions.
• Qualified AV pipeline, conversion, proposal turnaround, forecast inputs, handoff completeness, repeat AV business, and scope-related rework are reviewed as indicators of success.

What are Key Rewards?

• Incentive compensation tied to AV revenue and gross profit.
• Recognition for being a trusted AV partner to Account Managers and for growing HPN’s AV business.
• Professional development through AVIXA and manufacturer certifications and specialized AV training.
• Opportunities to deepen manufacturer relationships and shape HPN’s AV reference designs and handoff standards.
• Career advancement as opportunities arise.

What are Consequences for Non-Success?

• Missed Targets: failure to meet AV pipeline, revenue, gross profit, or forecast accuracy goals may affect incentive compensation and performance rating.
• Reduced Reliance: Account Managers relying less on this role for AV opportunities undermines the purpose of the position.
• Success Plans: formal coaching and goal-setting initiated to address gaps, with performance reassessed within a defined window (typically one to two quarters); if performance does not improve within that window, outcomes may include reassignment or role change.
• Handoff and Scope Issues: incomplete or inaccurate AV scopes, estimates, or handoff materials, or scope-related rework, may erode trust with Account Managers and delivery teams and trigger a process review.
• Customer Confidence Erosion: loss of customer confidence in a recommended AV solution may affect account assignments and reflects on performance rating.

High Point Networks is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.