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Senior Solution Principal - Mid Market



Bhubaneswar, Odisha, India
Posted on Monday, May 8, 2023

Job Description

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


  • 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


  • 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
  • 1-10 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

About Us:

HighRadius offers cloud-based Autonomous Software for the Office of the CFO. More than 700 of the world’s leading companies have transformed their order to cash, treasury and record to report processes with HighRadius. Our customers include 3M, Unilever, Anheuser-Busch InBev, Sanofi, Kellogg Company, Danone, Hershey’s and many more.

We at HighRadius firmly believe that a product is only as good as the people behind it. Whether it's product development, customer support, sales or operations, all our employees see the direct impact of their work. As one of the fastest growing FinTech software companies and a leader in the Fortune 1000 space, HighRadius focuses on hiring talented and motivated people from diverse backgrounds.

If you want to channel your ambition and drive for success, you belong with HighRadius! Check out our company’s website to learn more about our fun culture, great benefits, read customer and employee testimonials, and more!