Principal Value Consultant - ISV

Principal Value Consultant, ANZ | Sydney Robert half Executive Search has been retained to identify a Principal Value Consultant to join an established global enterprise software company (ISV) specialising in platforms that underpin core operations and business transformation in the General Insurance sector.The firm is a highly regarded industry leader with a significant market share compared to its competitors worldwide. It has a compelling value proposition and a commitment to outstanding customer experience. 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 with a key focus on the financial aspects of the decision-making process. The Principal Value Consultant will play a critical role in commercial and strategic conversations with prospective clients, 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, building financial models, ROI cases, and business transformations to help close complex deals and ensure long-term customer adoption, serving as the 'Value North Star' for ANZ Sales, Marketing, and Professional Services.RoleThis 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 ResponsibilitiesLead '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 AttributesA background in Value-Led Sales, or Pre-Sales for enterprise SaaS and/or ideally some exposure to Consulting.Insurance or Financial Services sector experience.Strong commercial acumen: experienced in building financial models to quantify and communicate the economic impacts of software products.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 Prior experience in Process Improvement methodologies such as Six Sigma and others highly regarded.Workshop Mastery: Proven track record of facilitating design-thinking or discovery workshops with senior stakeholders.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, Executive Stakeholder Management.ONLY CANDIDATES WITH FULL AUSTRALIAN WORKING RIGHTS CAN BE CONSIDERED