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    Consultative Selling - Hyderabad, India - HighRadius

    HighRadius
    HighRadius Hyderabad, India

    1 week ago

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    Description
    About Us

    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 and a recent addition in Poland, 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 shape our promising future.

    Job Description

    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

    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.
    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

    Skill & Experience Needed
    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

    What You'll Get
    Competitive salary.
    Fun-filled work culture )
    Equal employment opportunities.
    Opportunity to build with a pre-IPO Global SaaS Centaur.
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