Solution Consultant, DACH
Role Purpose
The Solutions Consultant exists to own the technical dimension of Omilia 's sales process across the DACH region, acting as the primary bridge between prospect needs and Omilia 's conversational AI capabilities. The role combines deep technical expertise with strong commercial acumen to design, articulate, and demonstrate solutions that directly address customer business challenges. By serving as a trusted advisor throughout the pre-sales cycle, the Solutions Consultant enables revenue growth while ensuring every proposed solution is technically sound, commercially viable, and deliverable.
Accountabilities
- Own the end-to-end technical pre-sales process for all assigned opportunities in the DACH region, from initial discovery through to solution sign-off and handover to Delivery.
- Be accountable for the quality, accuracy, and commercial alignment of all solution architectures, RFP responses, and Scopes of Work produced for prospects and customers.
- Act as the primary technical authority and trusted advisor for prospects during the evaluation phase, ensuring Omilia 's capabilities are represented with precision and credibility.
- Own the mapping of customer use cases to approved Omilia Customer Journeys, and lead the proposal of custom journeys where no existing solution covers the requirement.
- Drive the feedback loop between field observations and internal teams — ensuring customer insights, capability gaps, and competitive intelligence consistently inform Product and Delivery roadmaps.
- Ensure a seamless, trust-preserving handover from Sales to Delivery for every won opportunity, maintaining continuity of technical context and customer relationship.
Key Responsibilities
- Partner with Account Executives in opportunity qualification, helping assess technical fit, identify deal risks, and define success criteria early in the sales cycle.
- Lead structured discovery workshops with prospects to surface business requirements, technical constraints, integration dependencies, and decision-making criteria.
- Design tailored solution architectures that map prospect use cases to Omilia 's platform capabilities, CCaaS integrations, and deployment models.
- Build and deliver scenario-based product demonstrations that speak directly to each customer's specific business context, personas, and KPIs.
- Lead and coordinate responses to RFPs, RFIs, and security questionnaires — ensuring technical accuracy, completeness, and a compelling value narrative.
- Review and edit Scopes of Work and commercial documentation to ensure proposed deliverables are technically accurate and aligned with Omilia 's delivery standards.
- Collaborate with Product and Delivery to scope custom Customer Journey proposals for prospects whose requirements fall outside the standard catalogue.
- Guide customers and prospects on how to build, configure, and extend applications using Omilia 's platform, APIs, and tooling.
- Feed structured insights from prospect interactions back to Product, Delivery, and Marketing — including unmet needs, competitor positioning, and common objection patterns.
- Support internal sales enablement by developing reusable demo assets, solution templates, and technical battle cards for the revenue team.
- Represent Omilia at customer meetings, industry events, and technical workshops, embodying the company's values and expertise in every interaction.
Requirements
Knowledge, Skills & Experience
Required:
- Proven track record in a Technical Sales, Pre-Sales Engineering, or Solutions Consulting role, ideally within SaaS or enterprise software.
- Fluency in German (native or near-native) and English — both written and verbal — is a non-negotiable 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,