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