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Enterprise/SAAS Sales

1 month ago

Hyderabad, India HighRadius Full time
Digital Solution Advisor

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

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