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    Consultative Selling - Hyderabad, India - HighRadius

    HighRadius
    HighRadius Hyderabad, India

    3 days 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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