Consultative Selling (B2B SAAS)

About Us HighRadius, a renowned provider of cloud-based Autonomous Software for the Office of the CFO, has transformed critical financial processes for over 800+ leading companies worldwide.Trusted by prestigious organizations like 3M, Unilever, Anheuser-Busch InBev, Sanofi, Kellogg Company, Danone, Hershey's, and many others, HighRadius optimizes order-to-cash, treasury, and record-to-report processes, earning us back-to-back recognition in Gartner's Magic Quadrant and a prestigious spot in Forbes Cloud 100 List for three consecutive years. With a remarkable valuation of $3.1B and an impressive annual recurring revenue exceeding $100M, we experience a robust year-over-year growth of 24%. With a global presence spanning 8+ locations and a recent addition in Poland, we're in the pre-IPO stage, poised for rapid growth. We invite passionate and diverse individuals to join us on this exciting path to becoming a publicly traded company and shape our promising future. 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 Key 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 Skill & Experience Needed 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.