Consultative Selling - Hyderabad, India - HighRadius

    HighRadius
    HighRadius Hyderabad, India

    1 week ago

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    Description

    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

    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 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