Associate Director/Director Solution Engineering

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 organisations like 3M, Unilever, Anheuser-Busch InBev, Sanofi, Kellogg Company, Danone, Hershey's, and many others, HighRadius optimises 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 experienced 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 Summary (Enterprise Sales role)

This is more than just another Sales Leadership role. You would be responsible for overseeing the entire sales cycle of our high-end, robust and scalable SaaS products. Your predominant role would be on building recurring SaaS revenue, recruiting, developing and managing a high-calibre sales team. You would be a proven Sales Leader working with Enterprise clients, bringing a strong combination of experience, energy and professionalism. HighRadius follows a “Two-in-a-Box” model where a Solution Principal (SP) and an Account Executive (AE) are responsible for identifying and progressing new opportunities through the sales cycle with the prospect/customer. SPs are a part of the front-end sales/Account Management team at HighRadius and work closely with the AEs on a day-to-day interaction with the prospect/customer.

The leader would be responsible for leading a team of SP/SSPs/POD leads for a particular sales segment and delivering the leading and lagging indicators targets that he/she is responsible for

Key Responsibilities

• To define the optimum structure, hire and develop talent, and support our ongoing growth.

• To review Business Cases and Proposals for all strategic accounts.

• Constantly train your next level as well as the entire team on all aspects of Sales: pricing, negotiation, pipeline management, strategies on getting executive alignment and influencing the deals.

• Work closely with the leaders from other departments, such as Marketing, Product and Consulting, to address all the challenges in terms of Product Roadmap, targeting accounts and generating lead Pipeline

• Detailed performance management reviews, working with the Employee Experience Partner for the execution of the Disconnect-to-Zero program, Managing Attritions, etc.

• Monthly and Quarterly Business Reviews with the Sales team in India and other geographies, along with other Sales Leaders.

• Weekly Business Review with the team on input KPI’s and output KPI’s and track the progress of an individual.

• Create a culture of success and ongoing business and goal achievement.

• Lead the engagement with the customers on complex and large deals.

Skill & Experience Needed

• Consultative approach to relationship-building with a drive towards results

• Self-motivated problem-solver comfortable wearing multiple and diverse hats.

• Solid experience creating and building differentiated relationships with CXOs.

• 10+ years of relevant solution engineering/pre-sales/digital transformation experience.

• Participate in the hiring and training of new employees for the Solution Management team

• Daily management of SP team – Includes pipeline/deal review, coaching, & customer facing within sales cycles

• Coach team to develop their sales skills, including value selling, solution mapping, forecasting, prospecting within account base, negotiations, & other necessary skills; while maintaining individual accountability to goals

• Ensure the team effectively leverages sales tools & systems consistently & in alignment with Rules of Engagement

• Provide value in complex negotiations & the closing of business for highly critical calls in very big accounts and large million-dollar deals.

• Sales management, and/or SaaS sales experience with an established track record of success.

• Exceeding quota, achieving strategic objectives, and coaching others to crush their sales goals are ideal backgrounds.