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Digital Solution Advisor

4 months ago

Hyderabad, India HighRadius Full time

About HighRadius

HighRadius is the market leader in the Autonomous Finance space, offering cloud-based Autonomous SaaS solutions for the Office of the CFO. Trusted by 200+ of Fortune 1000 companies for the digital transformation of their office of the CFO, HighRadius has transformed their order to cash, treasury and record to report processes for more than 16 years now.


We are passionate about delivering real business values that matter to the CFO’s office. With more than 850+ customers using our integrated autonomous finance platform, amplifying client efficiency and productivity leveraging latest technologies like AI/ML are central to the value HighRadius provides to our customers.


We empower our customers to be able to work more accurately and efficiently, forecast and manage cash, get paid faster, and improve key metrics like Days Sales Outstanding (DSO) and improve working capital availability.


We’re on a mission to hire A-players for our sales team who would be committed to propel our rocketship growth journey into the next trajectory and drive exceptional business growth with continued momentum that we have gained over the years.


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