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 prospects 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 softwares 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