Key Account Management Specialist (Digital Solution Advisor)

The Digital Solution Advisor (DSA) at HighRadius is an integral part of the front-end sales and account management team, collaborating closely with the Account Executive (AE) in engaging with prospects and customers on a daily basis. As a DSA, your main objective is to achieve sales quota targets and effectively guide deals through various sales stages towards closure, ensuring customer satisfaction, renewals, and minimizing churn. At HighRadius, we adhere to an End-to-End Sales and Customer Management Process, employing a Two-in-a-Box model where the DSA and Account Executive work together in all interactions with prospects and customers. This process involves several key stages, including initial connection and prospecting, understanding customer needs, demonstrating the value of HighRadius products, aligning with stakeholders, contract preparation, renewal, churn risk management, escalation handling, negotiation, and deal closure. Responsibilities: - Collaborate with the Account Executive to progress deals through the sales pipeline. - Engage with prospects and customers on a daily basis to ensure their needs are met. - Gather requirements and qualify customers through systematic business analysis. - Conduct product demonstrations targeting Finance department personnel at Fortune 1,000 companies. - Develop detailed Cost Benefit ROI and Business Case models. - Formulate strategies to outperform competitors and successfully close deals. - Focus on churn management to enhance customer satisfaction. - Analyze customer tickets and coordinate with relevant departments for prompt issue resolution. - Handle contract negotiations and renewals proactively to prevent churn. Requirements: - Previous experience in Sales, Business Development, Pre-Sales, Consulting, or Customer Success roles. - Proficiency in ERP software and/or cloud computing is advantageous. - Ideally, possess 3-10 years of relevant work experience. - An MBA and undergraduate degree from reputable institutions is a plus. - Experience in consultative sales with North American or European clients is beneficial. - Knowledge of Accounts Receivable processes is advantageous. Soft Skills: - Exceptional organizational skills and self-motivation. - Strong communication and presentation abilities. - Comfortable engaging with executives at Fortune 1,000 companies. - Team-oriented with the capability to work effectively in a distributed environment. - Demonstrates high integrity and credibility in all interactions. - Possesses a sharp intellect and commercial acumen. - Maintains a steadfast focus on achieving results and targets.,