Strategic Account Executive

Role Objective

The Strategic Account Executive is responsible for spearheading enterprise revenue growth for Omilia in North America by securing and expanding critical high-value accounts. This role manages a portfolio of Fortune 500 and Global 2000 clients, guiding complex, multi-stakeholder sales processes for Omilia's AI-driven contact center automation solutions. The position requires deep expertise in customer experience and conversational AI to effectively communicate Omilia's unique value proposition. The Strategic Account Executive is a proactive, high-achieving sales professional consistently surpassing revenue targets while elevating the standards of the sales team.

Core Duties

• Manage the end-to-end enterprise sales process within North America from initial contact to deal closure and account growth.
• Generate new revenue by acquiring and nurturing significant enterprise accounts aligned with Omilia’s target sectors: banking, healthcare, insurance, and utilities.
• Establish and sustain executive relationships at C-level, VP of CX, IT, and operations to position Omilia as the leading AI contact center automation provider.
• Devise and implement account and territory strategies along with pipeline forecasts that consistently achieve or surpass quarterly and annual goals.
• Function as the primary commercial point of contact for accounts, collaborating with cross-functional teams including Solution Consulting, Professional Services, Customer Success, and Legal to drive successful outcomes.
• Advocate for customers internally by sharing market insights and competitive data to influence product development, marketing, and strategic planning.

Sales Pipeline and Prospecting

• Identify and qualify enterprise opportunities through outbound outreach, referrals, marketing leads, and executive networks.
• Maintain a self-generated pipeline with 3-4 times quota coverage, focusing strategically on ideal customer profiles within key industries.
• Conduct multi-departmental account mapping and determine optimal entry points for executive engagement.
• Use intent data, industry events, and partner ecosystems to detect early-stage opportunities.
• Quarterly territory planning aligned with revenue objectives, reporting progress regularly to sales leadership.

Discovery and Solution Alignment

• Conduct thorough discovery to identify client pain points, decision-makers, and develop convincing business proposals based on measurable ROI.
• Translate challenges such as containment rates, average handle time, agent turnover, and digital deflection into value-driven narratives linked to Omilia’s platform features.
• Present and tailor Omilia’s portfolio—comprising OCP, miniApps, Diamant, Pathfinder, CoPilot, Agentic Self-Learning—to suit the prospect’s automation maturity and technical landscape.
• Lead executive alignment sessions with live demonstrations, proof-of-concept design, and outcome-focused business reviews in collaboration with Solution Consulting.
• Identify opportunities for replacing legacy IVR systems or competing AI platforms.

Deal Management and Stakeholder Coordination

• Prepare and present high-level proposals, RFP responses, and solution presentations jointly with Solution Consulting and Pre-Sales Engineering.
• Oversee extended sales cycles involving multiple stakeholders such as procurement, IT, legal, compliance, and CX teams, typically ranging from 6 to 18 months.
• Lead internal deal teams including Pre-Sales, Legal, Deal Desk, and Finance to craft proposals balancing client requirements with company margins and risk considerations.
• Navigate procurement processes including security reviews and compliance questionnaires (SOC 2, HIPAA, PCI-DSS).
• Build multi-threaded relationships within accounts to avoid reliance on a single contact for deal progression.
• Proactively manage and resolve deal challenges such as budget cycles, sponsor changes, and competitor reassessments through stakeholder engagement and innovative deal structuring.

Contract Negotiation and Closing

• Negotiate commercial terms, contract structures, and SLA agreements consistent with Omilia’s pricing policies and deal desk protocols.
• Create multi-year, value-based subscription and platform contracts aligned with client ROI expectations and company growth targets.
• Collaborate with Deal Desk and Legal teams on Master Service Agreements, Data Processing Agreements, and order forms to ensure timely execution without undue risk.
• Exercise discretion on discounts, payment terms, and contract flexibility within approved boundaries, escalating exceptions appropriately.

CRM Management and Forecast Accuracy

• Keep CRM (Salesforce) records current with detailed opportunity information, including pipeline status, expected close dates, deal amounts, and activity notes.
• Deliver precise and data-driven weekly sales forecasts highlighting risks and opportunities to senior sales leadership.
• Contribute to monthly and quarterly reviews through analysis of pipeline trends, competitive intelligence, and lessons learned.
• Ensure real-time logging of all sales activities to support accurate planning and execution.

Account Expansion and Client Retention

• Work closely with Customer Success and Professional Services during client handoffs to guarantee seamless transitions and lay the groundwork for account growth.
• Discover and cultivate upsell and cross-sell possibilities within existing accounts to increase recurring revenue leveraging additional Omilia features and services.
• Conduct regular strategic reviews with customers, promoting new capabilities as their automation journeys evolve.
• Serve as an executive sponsor and advocate, securing renewal commitments and mitigating risk proactively.

Market Engagement and Brand Advocacy

• Participate in relevant marketing events, industry conferences, and executive briefings to enhance brand visibility and pipeline generation.
• Represent Omilia’s expertise in conversational AI, customer experience automation, and voice biometrics during client and partner interactions.
• Convey market and competitor insights back to product, marketing, and sales leadership to shape future strategies.

Candidate Profile

• Minimum 7 years in enterprise SaaS sales with at least 3 years in quota-bearing roles focused on Fortune 500 or Global 2000 companies.
• Proven success in consistently exceeding annual revenue goals of $1 million or more recurring revenue.
• Strong preference for experience in selling complex solutions in contact center, CX automation, or conversational AI domains.
• Expertise with established sales methodologies such as MEDDIC, MEDDPICC, or Challenger and robust pipeline discipline.
• Ability to engage and influence senior executives in outcome-driven discussions.
• Commercial savvy in constructing ROI models, TCO analyses, and tailored business cases for enterprise buyers.
• Experience managing complex procurement, compliance, and legal requirements in regulated sectors including banking and healthcare.
• Proficiency in Salesforce and sales enablement platforms like Outreach, Gong, or similar.
• Excellent written and verbal communication abilities to craft compelling executive narratives and present confidently.
• Highly organized and self-motivated managing 15 to 25 live enterprise deals concurrently without compromising on quality.
• Bachelor’s degree in Business, Technology, or related discipline, or equivalent professional background.

Desirable Qualifications

• Familiarity with artificial intelligence, natural language understanding, or speech tech platforms such as Nuance, Google CCAI, or AWS Connect.
• Existing senior network connections within target industries in North America.
• Knowledge of CCaaS platforms like Genesys, NICE, Avaya, or Cisco and their integration with conversational AI.
• Postgraduate business qualifications like MBA are a plus.

Additional Expectations

• Engage actively and constructively as a collaborative team member.
• Act as a brand ambassador for Omilia in all professional interactions.