- 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
- 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 the 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
- 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
- 5-8 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
- 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
Senior Digital Solution Advisor - Hyderabad, India - HighRadius
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, 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 Summary
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.
HighRadius follows a "Two-in-a-Box" model where a Digital Solution Advisor (DSA) and an Account Executive (AE) are involved in every interaction with a prospect/ customer. The different stages of such a process usually include:
Key Responsibilities
Skill & Experience Needed