Key Account Management Specialist ( Digital Solution Advisor)

Digital Solution Advisor (Key Account Management/Postsales)

The Digital Solution Advisor (DSA) is a part of the front-end

sales/ account management team at HighRadius and works

closely with the Account Executive (AE) in day-to-day

interactions with the prospect/ customer. The DSA will

carry a Sales quota target and the primary responsibility is

to move deals through the sales pipeline across the various

sales stages to closure and also customer satisfaction (NPS

50)/renewals/minimize churn.

Job Summary:

HighRadius End-to-End Sales and Customer Management Process

HighRadius follows a “Two-in-a-Box” model where DSA and an

Account Executive (AE) are involved in every interaction with

a prospect/ customer.

The different stages of such a process usually include:

• Initial connect and prospecting

• Understanding prospect business needs and requirements

• Creating and demonstrating value of HighRadius products to

prospects using Business Cases/ ROI models

• Aligning with various stakeholders in the prospect’s organization

• Preparing and reviewing contracts

• Renewal of contracts

• Proactive churn risk management

• Escalation Management

• Negotiation and closing the deal/ opportunity

Responsibilities

• Work along with the AE to move deals/ opportunities through

the pipeline.

• Interact with the prospect/ customer on a day-to-day basis.

• Requirement gathering and Customer qualification via a

systematic analysis of customer business.

• Product demonstration to Finance department of Fortune 1,000

companies (CXO, VP, Director Level audience).

• Develop a detailed Cost Benefit ROI/ Business Case model.

• Strategize/ develop a plan to take on the competition and take

deals/ opportunities to successful closure.

• Churn management - maximize customer satisfaction

• Analyze customer tickets and coordinate with respective

departments (support, product, etc.) to be sure we are closing

tickets and ensuring high customer satisfaction

• Negotiate and close renewals

• Proactively manage customers to minimize churn

Requirements

• Prior Sales/Business Development/Pre-Sales/ Consulting

experience/ Customer Success

• Hands-on working experience with ERP software’s and/or cloud

computing knowledge is an advantage  3-10 Years of

experience is preferred

• MBA and undergrad from reputed institutions is an

advantage

• Experience in working with North American or European

customers in a consultative sales role would be an advantage

• Prior Accounts Receivable knowledge would be an advantage

Soft Skills

• Highly Organized and Self Motivated

• Possesses excellent communication and presentation skills

• Comfortable interacting with CXO level employees of Fortune

1,000 companies

• Excellent at teamwork and ability to work in a distributed

delivery environment

• Possesses and demonstrates high integrity and credibility as

perceived by all those with whom they will work

• Strong intellect coupled with proficient commercial instincts

Unwavering focus on results/target