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
What You’ll Get:
- Competitive salary.
- Fun-filled work culture (https://www.highradius.com/culture/)
- Equal employment opportunities.
- Opportunity to build with a pre-IPO Global SaaS Centaur.
