Solution Principal

6 days ago

Hyderabad Telangana, India HighRadius Full time

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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