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Presales Manager

4 months ago

hyderabad, India HighRadius Full time
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.
● 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