Senior Solution Principal | Mid Market

Solution Principal
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
2-10 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