Solution Principal -Expansion Sales

Solution Principal - Expansion Sales

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, 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 Solution Principal- Expansion role you will be 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 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

Management Process HighRadius follows a Two-in-a-Box model where SP and an Account Executive (AE) are involved in every interaction with the customer.

The different stages of such a process usually include:

Initial connect and prospecting with already existing accounts

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 prospects 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 softwares 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 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 Youll 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.