Solution Principal (Expansion Sales Role)

Job Summary:

The Digital Solution Advisor 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 engage with the customers on existing solutions and accelerate deals through the sales pipeline across the various sales stages to closure. 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

Key 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
• Proactively manage customers to minimize churn

Skills & Experience Needed

• Prior Sales/Business Development/Pre-Sales/ Consulting experience
• Hands-on working experience with ERP software’s and/or cloud computing knowledge is an advantage
• 3- 8 Years of experience is preferred
• 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 Highly Organized and Self Motivated
• Possesses excellent communication and presentation skills
• Comfortable interacting with CXO level employees of Fortune 1,000 companies