Solution Principal

2 months ago


India HighRadius Full time

Job Description

The Solution Principal 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 SP 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 follows a “Two-in-a-Box” model where a Solution Principal (SP) 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

Requirement:

  • 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 Years of overall 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



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