Senior Solution Principal

About the role

The is responsible for owning the complete strategic sales lifecycle for designated enterprise accounts within the Office of the CFO across North America and EMEA regions. This role is accountable for orchestrating discovery sessions with finance leadership to meticulously map Request-to-Report (R2R) workflows onto the specific capabilities of HighRadius autonomous agents. The incumbent architects opportunity blueprints that intricately integrate sell-to and sell-through strategies to navigate complex solution selling scenarios. Success in this position is defined by the ability to navigate intricate enterprise sales cycles while consistently articulating a compelling digital transformation narrative to executive stakeholders. The role requires taking full ownership of sales and logo targets for assigned enterprise accounts, driving them to successful closure. Furthermore, the Senior Solution Principal investigates existing customer workflows to identify and prioritize automation opportunities specifically within Record to Report (R2R) processes. A critical responsibility involves constructing detailed ROI models and functional and technical maturity assessments to clarify the business case and implementation scope for C-level decision makers. The position also entails demonstrating platform capabilities by contrasting HighRadius agents against competitive products such as Blackline, Trintech, Onestream, Oracle, Tagetik, and FloQast to highlight distinct value. Finally, the incumbent develops and executes long-term account strategies and roadmaps to build enduring relationships with global enterprises and interfaces with product, engineering, consulting, and customer success teams to ensure solution adoption and high customer satisfaction.

Key Facts

Position

Location: India

Engagement Scope: Office of the CFO, enterprise software, 180+ agents.

Compensation Band: 30-50 LPA.

What you'll do

• Orchestrate discovery sessions with finance leadership to map R2R workflows onto HighRadius agent capabilities.
• Architect opportunity blueprints integrating sell-to and sell-through strategies for complex solution selling.
• Navigate deals through every sales stage while clearly establishing the HighRadius value proposition.
• Collaborate closely with the Product team to align customer requirement inputs with the product roadmap.
• Take full ownership of sales and logo targets for assigned enterprise accounts.
• Investigate existing customer workflows to identify automation opportunities within Record to Report processes.
• Construct detailed ROI models and functional and technical maturity assessments to clarify business case and implementation scope.
• Demonstrate platform capabilities by contrasting HighRadius agents against competitive products such as Blackline, Trintech, Onestream, Oracle, Tagetik, and FloQast.
• Develop and execute long-term account strategies and roadmaps to build enduring relationships with global enterprises.
• Interface with product, engineering, consulting, and customer success teams to ensure solution adoption and high customer satisfaction.
• Drive the creation of compelling business case documentation that quantifies operational KPI improvements for finance leadership.
• Leverage a consultative selling methodology to uncover latent needs and align HighRadius agent capabilities to specific business outcomes.
• Lead cross-functional sales engineering sessions to configure and demonstrate the platform's autonomous agent orchestration for Order-to-Cash, Close & Reconciliation, and Treasury workflows.
• Establish and maintain a robust sales pipeline by qualifying opportunities and forecasting deal closure with accuracy.
• Act as the primary subject matter expert for HighRadius solutions within the assigned territory, ensuring all stakeholder communications are precise and value-oriented.
• Partner with Customer Success to develop tailored implementation plans that maximize time-to-value and ensure seamless adoption of the platform.
• Analyze market trends and competitive landscapes to refine the go-to-market strategy for the Office of the CFO.

Requirements

• Possess 4-8 years of relevant experience working within CFO offices on R2R processes and associated technology solutions.
• Demonstrate proficiency in handling conversations with enterprise executives regarding solutions like Blackline, Trintech, Onestream, Oracle, Tagetik, and FloQast.
• Communicate effectively with C-level executives in large accounts, speaking fluently the language of finance.
• Exhibit confidence, clarity, and zeal when ideating solutions that rescue stalled sales cycles and return deals to the pipeline.
• Show a sound understanding of the end-to-end enterprise sales cycle and a consultative selling approach for CXO stakeholders.
• Maintain a relentless focus on driving ROI, commercial outcomes, and implementation strategy during solutioning discussions.
• Hold an MBA or equivalent qualification, with relevant work experience in R2R serving as a valid alternative; knowledge of Order to Cash and ERP/EPM tools is an advantage.
• Demonstrate a proven track record of selling complex enterprise software solutions to multinational corporations.
• Exhibit strong analytical and problem-solving skills to translate intricate business challenges into platform-based solutions.

Additional Considerations

Experience supporting digital transformation initiatives for finance teams in North America or EMEA is valued.

Practical Notes

Candidates must be located in Hyderabad, Telangana, India, and are required to work from the designated office location during standard business hours. Travel may be required to client sites within the assigned regions, not exceeding 20% of working time. Candidates must be eligible to obtain a work visa for India without sponsorship. The role requires a commitment to the full sales cycle, with a minimum engagement duration of 12 months to ensure successful onboarding and ramp-up. Relocation is not provided for this position.