Strategic Account Executive

🕒 Julho 22

Candidatar-se

Encontrar Vagas Remotas Similares

Configurar Alerta de Email para Novas Vagas

📊 Verifique sua pontuação de currículo para esta vaga

Melhore suas chances de conseguir uma entrevista verificando sua pontuação de currículo antes de se candidatar.

Enviar Currículo

Omilia - Conversational Intelligence

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2002

💼 Consultoria

🛡️ Seguros

✈️ Turismo

Consulting • Insurance • Travel

A Omilia é uma líder em IA Conversacional, especializada em soluções de voz e chat que permitem interações de cliente naturais e completas. Sua Omilia Cloud Platform oferece ferramentas avançadas de serviço ao cliente impulsionadas por IA, incluindo assistência em tempo real para agentes, biometria de voz para prevenção de fraude e análise de dados para aprimorar os insights dos clientes. Atuando em setores como finanças, seguros, varejo, automotivo e viagens, a Omilia foca em automatizar o atendimento ao cliente enquanto garante uma experiência segura e personalizada.

Descrição

• Own the full enterprise sales cycle for strategic accounts in the North American market, from initial engagement through close and expansion. • Drive net-new revenue by acquiring and growing high-value enterprise accounts aligned with Omilia's Ideal Customer Profile across banking, healthcare, insurance, and utilities sectors. • Build and maintain executive-level relationships (C-suite, VP of CX, VP of IT, COO) within target accounts, positioning Omilia as the preferred AI-powered contact center automation partner. • Develop and execute account strategies, territory plans, and pipeline forecasts that meet or exceed quarterly and annual revenue targets. • Act as the primary commercial authority for your accounts, coordinating cross-functional resources — Solution Consulting, Professional Services, Customer Success, Legal — to ensure successful outcomes. • Represent the voice of the customer internally, contributing market and competitive intelligence to product, marketing, and leadership to influence go-to-market strategy. • Prospect and qualify enterprise opportunities through a combination of outbound activity, partner referrals, marketing-sourced leads, and executive networking. • Build and maintain a self-generated pipeline of 3–4x quarterly quota coverage, with a disciplined focus on ICP accounts in banking, insurance, healthcare, and utilities. • Map target accounts across multiple buying centers (CX, IT, Operations, Procurement, Finance) and identify the right entry points for executive engagement. • Leverage intent data, industry event calendars, and partner ecosystems (system integrators, CCaaS vendors) to identify in-market opportunities at the earliest possible stage. • Develop and execute territory plans on a quarterly basis, aligning prospecting activity to revenue goals and reporting progress to VP of North American Enterprise Sales. • Lead structured discovery engagements to diagnose prospect pain points, map decision-making structures, and define compelling business cases tied to measurable ROI. • Translate prospect challenges (containment rates, AHT, agent attrition, digital deflection) into quantified value narratives anchored to Omilia's platform outcomes. • Position Omilia's full portfolio — OCP, miniApps, Diamant, Pathfinder, CoPilot, Agentic Self-Learning — in the context of each prospect's specific automation maturity and technology stack. • Facilitate executive alignment sessions, including live demos, proof-of-concept scoping, and outcome-based business reviews, in partnership with Solution Consulting. • Identify competitive displacement opportunities where prospects are running on legacy IVR, competing conversational AI platforms, or in-house NLU builds. • Develop and present executive-level proposals, RFP responses, and solution overviews in collaboration with Solution Consulting and Pre-Sales Engineering. • Manage complex, multi-stakeholder sales cycles (typically 6–18 months) involving procurement, IT, legal, compliance, and CX/operations teams. • Orchestrate internal deal teams — Pre-Sales, Legal, Deal Desk, Finance — to structure proposals that meet prospect requirements while protecting Omilia's margin and risk posture. • Navigate procurement and vendor assessment processes, including security reviews, RFP/RFI responses, and SOC 2 / HIPAA / PCI-DSS compliance questionnaires. • Build and maintain multi-threaded relationships at each strategic account, ensuring no deal is dependent on a single sponsor or champion. • Anticipate and resolve deal-level obstacles — budget cycles, internal champion transitions, competitive re-evaluations — with proactive stakeholder engagement and creative commercial structuring. • Negotiate commercial terms, contract structures, and SLA agreements in alignment with Omilia's pricing and deal desk guidelines. • Structure multi-year, value-based subscription and platform agreements that align to prospect ROI expectations and Omilia's ARR growth objectives. • Partner with Deal Desk and Legal on Master Services Agreements, DPAs, and order forms, ensuring commercial velocity without exposing Omilia to unacceptable contractual risk. • Apply judgment on discounting, payment terms, and contract flexibility within approved parameters, escalating to VP-level for exceptions. • Maintain accurate and up-to-date opportunity and account data in CRM (Salesforce), including pipeline stage, close dates, deal size, and activity logs. • Provide a rigorous, data-supported weekly forecast to the VP of North American Enterprise Sales, with explicit risk and upside commentary per opportunity. • Contribute to monthly and quarterly business reviews with pipeline trend analysis, competitive intelligence, and win/loss learnings. • Ensure all discovery, demo, and negotiation activity is logged in Salesforce in real time to enable accurate territory and business planning. • Collaborate with Customer Success and Professional Services at handoff to ensure a smooth transition and set the foundation for long-term account expansion. • Identify and develop upsell and cross-sell opportunities within the existing customer base, growing account ARR through adoption of additional Omilia miniApps, modules, and services. • Conduct periodic strategic account reviews with key customers, positioning new capabilities (Agentic Self-Learning, Pathfinder, CoPilot) as the customer's automation roadmap matures. • Act as executive sponsor and internal advocate for strategic accounts, ensuring post-sale commitments are met and renewal risk is identified and mitigated early. • Participate in field marketing events, industry conferences (e.g., CCW, CX Summit, Money 20/20), and executive briefings to strengthen brand presence and generate pipeline. • Represent Omilia's thought leadership on conversational AI, CX automation, and voice biometrics in prospect and partner engagements. • Contribute competitive and market intelligence back to Product, Marketing, and Sales leadership to inform roadmap and go-to-market strategy.

🎯 Requisitos

• 7+ years of enterprise B2B SaaS sales experience, with at least 3 years in a quota-carrying role targeting Fortune 500 / Global 2000 accounts. • Demonstrated track record of consistently achieving or exceeding annual revenue quotas of $1M+ ARR. • Experience selling complex technology solutions into the contact center, CX automation, or conversational AI space is strongly preferred. • Expertise in enterprise sales methodologies (MEDDIC, MEDDPICC, Challenger Sale, or equivalent) and disciplined pipeline management. • Ability to engage and influence senior executive stakeholders (CxO, VP-level) in business-outcome-driven conversations. • Strong commercial acumen — ability to build and present ROI models, TCO analyses, and business cases tailored to enterprise buying committees. • Experience navigating complex procurement, compliance, and legal processes in regulated industries (banking, healthcare, insurance preferred). • Proficiency with Salesforce CRM and modern sales enablement tools (Outreach, LinkedIn Sales Navigator, Gong, or equivalents). • Exceptional written and verbal communication skills; able to author compelling executive narratives and present with confidence to large audiences. • Self-directed and highly organized; able to manage 15–25 concurrent enterprise opportunities across multiple deal stages without sacrificing quality. • Bachelor's degree in Business, Technology, or a related field (or equivalent professional experience). • Nice to have: • Experience with AI, NLU, or speech technology platforms (e.g., Nuance, Google CCAI, AWS Connect, or similar). • Existing executive-level network in banking, insurance, healthcare, or utilities sectors in North America. • Familiarity with CCaaS platforms (Genesys, NICE, Avaya, Cisco) and how they integrate with conversational AI solutions. • MBA or relevant postgraduate qualification.