Solution Consultant, Iberia

Role Purpose

The Solution Consultant a senior individual contributor who serves as the primary technical authority in Account Executive-led sales cycles within an assigned region or global segment. The role bridges commercial and technical disciplines — owning the pre-sales technical motion from discovery through to proof of concept and proposal, while acting as a trusted advisor to strategic prospects and customers within an assigned region or global segment. Operating in close partnership with Account Executives and Account Managers, the SC is accountable for technical win rates, solution quality, and the integrity of commitments made to customers before contract signature.

Accountabilities

Own the technical pre-sales motion for certain new-logo deals within the assigned region or global segment — from initial discovery and architecture assessment through solution design, proof of concept, High Level Effort Estimate, RFP/RFI response, and technical close.

Serve as the definitive technical authority on Omilia's platform for certain deals within the assigned region or global segment — ensuring that all solution proposals are architecturally sound, technically deliverable, and accurately scoped before commercial commitments are made.

Build and maintain trusted advisor relationships with technical decision-makers and enterprise architects at strategic prospect and customer organisations, positioning Omilia as the platform of choice for contact centre AI transformation.

Drive technical win rates across the assigned region or global segment by developing and executing differentiated solution narratives that directly address each prospect's environment, constraints, and automation objectives.

Collaborate with Demo Engineers within the assigned region or Global Segment to ensure all solution narratives are substantiated by impactful demos

Ensure the integrity of RFP and RFI responses for certain opportunities within the assigned region or global segment — owning the technical sections end-to-end and coordinating cross-functional input from Product, Engineering, Security, and Professional Services.

Maintain deep, current knowledge of the competitive landscape — including legacy IVR platforms and emerging conversational AI vendors.

Key Responsibilities

Technical Discovery and Solution Design

Lead structured technical discovery engagements with certain deals within the assigned segment or region — mapping current-state technical architecture, identifying automation gaps, quantifying business impact, and designing Omilia-based solutions that address the customer's specific environment, integration landscape, and regulatory constraints.

Conduct in-depth architecture assessments covering telephony infrastructure, CRM and backend system integrations, data flows, security and compliance requirements, and channel strategy — producing a technically grounded solution design that forms the basis for scoping, pricing, and contractual commitments.

Develop tailored solution proposals and technical response documents that map Omilia's platform capabilities (OCP, miniApps, Pathfinder, CoPilot, TalkGuard, OptimizeIQ) to each prospect's identified use cases, business outcomes, and technical environment.

Product Demonstrations and Proof of Concept

Collaborate with Demo Engineers to design, configure, and deliver highly customised product demonstrations and proof-of-concept (POC) engagements for strategic accounts — moving beyond standard demo scripts to build scenario-specific flows that reflect the prospect's actual customer interactions, industry context, and business language.

Own the full POC lifecycle for certain deals within the assigned segment or region — defining success criteria in alignment with the prospect and Account Executive, coordinating internal resources (Professional Services, Engineering) for POC delivery, and presenting results with a clear ROI and deployment readiness narrative.

Master the Omilia demo suite across the full product portfolio and maintain demo environments that reflect current platform capabilities, recent product releases, and the most common use cases across verticals (banking, insurance, healthcare, utilities, telecommunications).

RFP and RFI Management

Own the technical response to RFPs and RFIs for certain deals within the assigned segment or region — writing and structuring all technical sections, coordinating input from Security, Compliance, Product, and Engineering, and ensuring that responses accurately represent Omilia's capabilities and delivery commitments.

Critically evaluate the technical sustainability and delivery risk of each strategic sales opportunities prior to commercial commitment — flagging architectural mismatches, integration complexity, unsupported requirements, or resourcing risks to Sales and Professional Services leadership.

Maintain a library of reusable RFP response content, technical answer repositories, and solution templates for use cases common to the assigned region or global segment — continuously updating these assets as the platform evolves.

Technical Advisory and Stakeholder Engagement

Act as a trusted technical advisor throughout the sales cycle — engaging IT architects, platform owners, security teams, and C-level technology stakeholders with credibility and depth, addressing objections with evidence-based responses and forward-looking platform context.

Proactively identify and address technical objections, integration concerns, and compliance questions early in the sales cycle — building the technical confidence and internal sponsorship necessary to accelerate deal progression and reduce late-stage risk.

Conduct technical benefits assessments that quantify the value of Omilia's platform in terms directly relevant to the prospect's business — call deflection rates, AHT reduction, CSAT improvement, agent cost savings, and compliance risk mitigation.

Competitive Positioning

Maintain current, detailed knowledge of competing platforms across IVR, CCaaS, and conversational AI categories — including Nuance/Microsoft, Google CCAI, Amazon Connect, Genesys, Avaya, Five9, and NICE inContact — and develop technically rigorous competitive battle cards and displacement strategies

Participate in competitive bake-offs and technical evaluations, positioning Omilia's architectural advantages, NLU accuracy, enterprise-grade security posture, and deployment flexibility against incumbent and emerging alternatives.

Cross-functional Collaboration and Internal Contribution

Work in close alignment with Account Executives and Account Managers on strategic accounts — providing technical qualification, deal strategy input, and stakeholder mapping support throughout the sales cycle.

Collaborate with Professional Services during the transition from pre-sales to delivery — ensuring that technical commitments, integration requirements, and POC outcomes are fully documented and handed over with sufficient context for successful implementation.

Maintain accurate records of technical engagement activity, POC status, RFP pipelines, and solution configurations in Salesforce and internal knowledge systems.

Travel

TravelTravel within the EU (and occasionally to Omilia offices or customer sites internationally) up to 30% of the time to support prospect meetings, POC delivery, and key account engagements.