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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