Sales Specialist (Expansion)

About the Company

HighRadius, a renowned provider of cloud-based Autonomous Software for the Office of the CFO, has transformed critical financial processes for over 800+ leading companies worldwide. Trusted by prestigious organizations like 3M, Unilever, Anheuser-Busch InBev, Sanofi, Kellogg Company, Danone, Hershey's, and many others, HighRadius optimizes order-to-cash, treasury, and record-to-report processes, earning us back-to-back recognition in Gartner's Magic Quadrant and a prestigious spot in Forbes Cloud 100 List for three consecutive years.

With a remarkable valuation of $3.1B and an impressive annual recurring revenue exceeding $100M, we experience a robust year-over-year growth of 24%. With a global presence spanning 8+ locations, we're in the pre-IPO stage, poised for rapid growth. We invite passionate and diverse individuals to join us on this exciting path to becoming a publicly traded company and shaping our promising future.

About the Role

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.

• 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

Qualifications

• 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