HighRadius - Senior Solution Principal - Sales

Solution/Senior Solution Principal (Sales)

The Solution Principal (SP) 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 End-to-End Sales and Customer Management Process

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

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