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
