• Manage a portfolio of hotel suppliers and bedbanks, acting as their main point of contact and ensuring a strong, long-term relationship. • Lead commercial negotiations with suppliers, including: Override agreements, Improved commercial conditions, Promotions and exclusive deals, Volume-based incentives. • Monitor supplier performance from a commercial perspective (sales, availability, competitiveness) and proactively propose actions to increase revenue and visibility. • Identify growth opportunities within existing accounts and develop strategies to increase production, conversion, and profitability. • Build trust-based relationships with suppliers through regular communication, follow-ups, business reviews, and strategic discussions. • Work closely with internal teams (Supply Operations, Finance, Marketing, Tech when needed) to ensure negotiated agreements are correctly implemented and followed. • Stay up to date with market trends, competitor activity, and supplier strategies to maintain Stayforlong’s competitive positioning.

• Build and maintain strategic relationships with Cintra Channel Partners, AWS Partner Development Managers (PDMs) and Partner Solution Architects. • Develop and execute regional partner engagement plans. • Act as the primary liaison between Cintra and assigned partners. • Conduct regular partner business reviews and account planning sessions. • Generate and develop partner-sourced opportunities across Cintra service offerings. • Collaborate closely with partner sales teams to identify customer cloud migration, modernization, and optimization opportunities. • Drive qualified pipeline growth and partner-influenced revenue. • Maintain accurate forecasting and opportunity tracking. • Coordinate joint campaigns, events, webinars, and partner-led initiatives. • Deliver enablement sessions to partner sales and technical teams.

Role Description The Account Manager, NAM owns the commercial health and strategic growth of Omilia's enterprise customer portfolio across North America. Taking over assigned accounts approximately six months post go-live, the role drives net revenue retention, expansion, and long-term account value — acting as the primary point of contact, trusted advisor, and commercial engine for the region. The individual combines executive relationship depth with genuine technical fluency across Omilia's platform, operating across regulated NA verticals including banking, insurance, healthcare, and utilities. Success is measured by NRR, expansion ARR, customer health scores, and forecast accuracy. Accountabilities - Own end-to-end commercial accountability for an assigned portfolio of US enterprise accounts from approximately six months post go-live. - Serve as the primary point of contact and trusted advisor for assigned accounts. - Define, execute, and continuously refine account-level growth strategies. - Ensure the contracted scope of Omilia's platform is fully adopted and delivering measurable ROI. - Own the full renewal cycle for assigned accounts. - Drive a structured cross-sell and upsell motion across the portfolio. - Act as the commercial owner of all customer-initiated change requests. - Maintain forecasting integrity for the NA book of business. - Represent the NA market's commercial reality and customer perspective internally. - Protect and expand Omilia's competitive position within each account. Key Responsibilities - Assume dedicated account ownership for assigned customers approximately six months after their initial go-live date. - Articulate "Why Omilia" with authority. - Proactively engage with customers on a continuous basis. - Prepare and lead Quarterly Business Reviews (QBRs) and Executive Business Reviews (EBRs). - Master the Omilia demo suite across the full product portfolio. - Act as a trusted technical advisor to customers. - Lead the preparation and delivery of business discussions and technical presentations. - Develop and maintain a comprehensive, living account plan for every named account. - Identify, qualify, and close expansion opportunities within the existing account base. - Manage the entire renewal process end-to-end for assigned accounts. - Serve as the commercial liaison for customer-initiated change requests. - Monitor account health on a continuous basis. - Track and document competitive activity within the portfolio. - Gather field data and structured product feedback from every customer engagement. - Provide continuous knowledge transfer to the broader Sales team. - Maintain Salesforce as the system of record for all account activity. Travel - Travel within the United States & Canada (and occasionally to Omilia offices or customer sites internationally) up to 20% of the time. Qualifications - Minimum 3 years of enterprise software account management, sales engineering, or technical sales experience. - Demonstrated track record of achieving or exceeding NRR and expansion ARR targets. - Technical fluency sufficient to deliver product demonstrations and engage in architecture-level conversations. - Deep familiarity with the enterprise sales motion. - Strong understanding of the NA enterprise landscape across regulated verticals. - Commercial acumen to structure, negotiate, and close multi-year enterprise SaaS agreements independently. - Ability to translate technical platform capabilities into business-outcome narratives. - Strong executive presence and communication skills. - Proficiency with Salesforce CRM. - Willingness and ability to travel up to 20% of the time. - Bachelor's degree in Business Administration, Engineering, Computer Science, Economics, or a related field. Nice to have - Direct experience with contact centre technology vendors. - Working knowledge of Omilia's platform. - Familiarity with conversational AI concepts. - Experience managing enterprise accounts within US financial services or healthcare systems. - Knowledge of US data privacy and AI governance frameworks. - Experience in a high-growth scale-up or Series B–D SaaS company. - Prior exposure to Gartner or Forrester analyst relations. Omilia Note - Contribute actively and effectively as an integrated team member. - Act as an Omilia ambassador in all interactions.

• Project manage analyst research deadlines and deliverables, including but not limited to:large, complex evaluation projects, survey submissions, customer reference requests, briefing and demo scheduling, etc • Collaborate with internal partners and stakeholders across product marketing, product management, customer marketing, customer success, and more, to ensure that all are effectively prepped and positioned to represent Coupa to our key analysts • Oversee Coupa’s complex analyst firm contracts, ensuring that all contract deliverables are used effectively and that we stay on budget, etc. • Manage Coupa Analyst Relations’ internal repository of sales-focused content, ensuring that our success with industry analysts is communicated to sales through tools that they can effectively leverage in their opportunities • In collaboration with others on the analyst relations team, the events team, etc., product analyst-facing events such as advisory days, analyst days, etc. • Curate and cultivate a list of key industry analysts for a particular product area, tracking their focus areas, coverage of Coupa, etc. • This job description indicates the general level and nature of work expected of the incumbent. It is not a comprehensive list of specific duties or activities associated with the position. The incumbent may be asked to perform other duties as assigned.