Solution Consultant, DACH

This is a fully remote position, open to applicants in Germany.

📋 Description

• Take ownership of the comprehensive technical pre-sales process for all designated opportunities in the DACH region, spanning from initial discovery to solution approval and handover to Delivery.

• Be responsible for the quality, precision, and commercial alignment of all solution architectures, RFP responses, and Scopes of Work prepared for prospects and customers.

• Serve as the main technical authority and trusted advisor for prospects during the evaluation phase, ensuring that Omilia's capabilities are accurately and credibly represented.

• Manage the alignment of customer use cases with approved Omilia Customer Journeys, and lead the proposal of customized journeys when existing solutions do not meet requirements.

• Facilitate the feedback loop between field observations and internal teams, ensuring that customer insights, capability gaps, and competitive intelligence consistently inform Product and Delivery roadmaps.

• Guarantee a smooth and trust-preserving transition from Sales to Delivery for every successful opportunity, maintaining continuity of technical context and customer relationships.

• Collaborate with Account Executives in opportunity qualification, aiding in the assessment of technical fit, identification of deal risks, and early definition of success criteria in the sales cycle.

• Conduct structured discovery workshops with prospects to uncover business requirements, technical limitations, integration dependencies, and decision-making criteria.

• Develop customized solution architectures that align prospect use cases with Omilia's platform capabilities, CCaaS integrations, and deployment models.

• Create and present scenario-based product demonstrations that directly address each customer's unique business context, personas, and KPIs.

• Lead and coordinate responses to RFPs, RFIs, and security questionnaires, ensuring technical accuracy, completeness, and a compelling value proposition.

• Review and refine Scopes of Work and commercial documentation to ensure that proposed deliverables are technically accurate and consistent with Omilia's delivery standards.

• Collaborate with Product and Delivery teams to define custom Customer Journey proposals for prospects with requirements beyond the standard catalog.

• Advise customers and prospects on how to build, configure, and extend applications utilizing Omilia's platform, APIs, and tools.

• Provide structured insights from prospect interactions back to Product, Delivery, and Marketing, including unmet needs, competitor positioning, and common objection patterns.

• Assist in internal sales enablement by creating reusable demo assets, solution templates, and technical battle cards for the revenue team.

• Represent Omilia at customer meetings, industry events, and technical workshops, exemplifying the company's values and expertise in every engagement.

⛳️ Requirements

• Demonstrated experience in a Technical Sales, Pre-Sales Engineering, or Solutions Consulting role, preferably within the SaaS or enterprise software sector.

• Proficiency in German (native or near-native) and English — both written and verbal — is a mandatory requirement for the DACH market.

• Strong working knowledge of voice IVR, conversational AI, NLU, or contact center automation technologies.

• Solid understanding of SaaS architecture, REST APIs, and enterprise technology integration patterns (SSO, webhooks, data connectors).

• Experience in designing and delivering engaging product demonstrations tailored to diverse technical and non-technical audiences.

• Capability to respond to intricate RFPs with precision, structure, and persuasive business framing.

• Strong commercial awareness — understanding enterprise sales cycles, procurement dynamics, and how to facilitate deal progression.

• Excellent facilitation skills for conducting discovery workshops and stakeholder interviews across various organizational levels (CX, IT, Procurement, C-suite).

• Ability to translate complex technical concepts into understandable business value narratives for non-technical stakeholders.

• Willingness and capability to travel within Europe as needed by the sales pipeline.

• Nice to have:

• Practical experience with CCaaS platforms such as AWS Connect, Genesys Cloud, NICE CXone, or RingCentral.

• Understanding of networking protocols (e.g., MPLS, VPN) and telephony standards (e.g., SIP, WebRTC).

• Familiarity with enterprise ecosystem integrations involving SAP, Salesforce, Microsoft Dynamics, or similar CRM/ERP platforms.

• Experience navigating intricate enterprise procurement and sales cycles specifically within the DACH market.

• Domain expertise in a specific sector such as Banking, Insurance, Utilities, Healthcare, or Telecommunications.

• Additional European languages — Greek is a valued bonus.

• Background in computational linguistics, NLU model design, or dialogue management.

• Exposure to the AI Act, GDPR, or other regulatory frameworks pertinent to enterprise AI deployments in the EU.

🏝️ Benefits

• Fixed compensation;

• Long-term employment with vacation days;

• Opportunities for professional development (courses, training, etc.);

• Participation in successful, cutting-edge technology products making a global impact in the service industry;

• Collaborate with proficient and enjoyable colleagues;

• Access to Apple gear.