Key Account Management Specialist

1 week ago

Hyderabad, Telangana, India HighRadius Full time ₹ 15,00,000 - ₹ 25,00,000 per year

Digital Solution Advisor (Key Account Management/Postsales)

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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