Solution Principal

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 prospects 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 softwares 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 .