Principal Value Consultant, ANZ

• High Impact, Influential Individual Contributor (initially) Role.
• Significant Pre and Post Sale Involvement.
• Supportive Culture with Training, Hybrid Work Flexibility.
• Based in Sydney, International (APAC) & Interstate Travel.
• Attractive Salary + Commission + LTI.

About The Company

Robert half Executive Search has been retained to identify a Principal Value Consultant to join a well-established and market leading global B2B Enterprise SaaS technology vendor offering mission-critical solutions to Insurers.

The firm boasts an unparalleled implementation track record of successful projects, supported by the largest R&D team and partner ecosystem in the industry. With the industry going through a technology-led transformation and a significant shift in subscription-led applications, the company has experienced continuous YoY annual revenue growth and is well-positioned for further significant growth over the next 3-5 years.

This is a newly created senior, market-facing pre-sales role responsible for shaping early-stage customer engagement and driving demand for the firm's solutions across ANZ. The Principal Value Consultant will play a critical role in opening new markets, initiating strategic conversations with prospective clients, and elevating the firm's value proposition at the earliest stages of the sales cycle.

Value Consulting is a niche, high-impact department within this firm and the successful individual will be the 'economic architect' of the sales cycle, serving as the 'Value North Star' for ANZ Sales, Marketing, and Professional Services.

More about the role:

This role will be pivotal in strengthening the firm's value selling capability, particularly in building customer-driven business cases and enhancing discovery excellence across the regional team. A core mandate of the role is to move beyond traditional solution-led selling-partnering with customers to deeply understand their priorities and co-develop a compelling case for change and investment.

Key responsibilities include supporting demand creation, improving the quality and depth of customer discovery, and enabling clients to articulate the financial and strategic rationale for transformation. While the primary focus is on net-new customer acquisition, the role will also support strategic discussions within existing accounts.

Key Responsibilities:

• Lead 'Value Engagements': brief, intense, multi-day workshops that include direct operational observation, benefit estimation, and presenting the 'Business Case for Change' to C-suite decision-makers.
• Lead, support and advise on 'Business Optimisation Engagements': to functionally assess the utilisation of the installed platform to provide recommendations of how to address observed challenges and pain points.
• Strategic Advisory: Lead customer discussions on their transformation agenda and how they can maximise their business value through the platform.
• Value Discovery: Conduct deep-dive workshops to uncover process inefficiencies in business value chains, translating these into quantifiable ROI and TCO models.
• Executive Storytelling: Present financial and technical findings in a compelling manner to CFOs, CTOs, and 'Heads of'.
• Market Influence: Promote the firm's value methodology at regional industry events and public conferences.

Required Attributes:

• A background in Value-Led Sales, or Pre-Sales for Core System Enterprise SaaS vendors, ideally in InsurTech though other broader technologies would also be of interest if serving an Insurance or BFSI industry vertical.
• Ideally some exposure to Management Consulting (Big 4/Tier 1), and /or Systems Integrators.
• General Insurance fluency (claims, policies, underwriting, billing).
• Business Value Engineering: TCO Analysis, Value realisation / Value leakage, Sensitivity analysis, ROI calculations with a strong ability to read Balance Sheets and financial statements.
• Process Optimisation: Business Process Re-engineering, Process standardisation, straight-through processing - Prior experience in Process Improvement methodologies such as Six Sigma and others.
• Workshop Mastery: Proven track record of facilitating design-thinking or discovery workshops with senior stakeholders.
• Cloud Strategy: Experience developing business cases specifically for SaaS/Cloud migrations, highlighting the shift from CapEx to OpEx.
• Exceptional active listening skills, able to generate consensus among conflicting stakeholders, and pivot strategy on your feet.
• High aptitude for mental arithmetic and the ability to build robust cost-benefit analyses for multi-million-dollar enterprise projects.
• Executive Discovery, Storytelling and Executive Stakeholder Management.

ONLY CANDIDATES WITH FULL AUSTRALIAN WORKING RIGHTS CAN BE CONSIDERED

Apply Today

Please send your resume by clicking on the apply button. Your application will be assessed within 3-5 working days. Please note only shortlisted candidates will be contacted.

Learn more about our recruitment services: https://www.roberthalf.com.au/contact-us