Principal Value Consultant

About the role

We are seeking a strategic and customer-facing player-coach senior individual contributor to lead value-based selling across APAC, with a primary focus on Australia and New Zealand. Reporting to the Global Value Engineering team, this role partners closely with the GVP & GM, APAC, along with regional Sales, Solution Consulting, Customer Success, and Marketing leaders. You will support strategic new-logo, expansion, and retention opportunities by shaping account strategy, developing differentiated value perspectives, and building compelling business cases and value-based proposals that accelerate growth and strengthen customer confidence. As value advisor, you will personally be involved in high-impact customer engagements while coaching account teams, solution consultants, and regional stakeholders on value-selling approaches, executive messaging, and business case discipline. The ideal candidate brings strong executive presence, financial acumen, analytical rigor, and the ability to influence complex enterprise sales cycles in a collaborative, fast-moving environment.

Responsibilities

• Regional Value Leadership & Account Partnership
• Partner with Sales leadership, account teams, and solution consultants to shape account strategy and embed value hypotheses early in pursuit cycles.
• Prioritize and personally lead high-impact engagements across strategic new-logo, expansion, and renewal opportunities, while flexing across broader APAC as business needs evolve.
• Identify key buying personas across HR, Finance, IT, Operations, and business leadership, and tailor value messaging to each stakeholder group.
• Develop executive-ready value narratives aligned to customer priorities, regional market dynamics, and UKG solution capabilities.
• Business Case Development & Financial Modeling
• Lead discovery sessions to assess current-state challenges, baseline KPIs, and value levers across workforce, operational, and business processes.
• Build financial models that quantify ROI, TCO, payback period, productivity gains, risk reduction, and broader business impact.
• Translate qualitative insights and process findings into quantified recommendations that resonate with executive and financial decision-makers.
• Executive Engagement & Storytelling
• Facilitate executive-level conversations with stakeholders across HR, Finance, IT, Operations, and senior business leadership.
• Deliver clear, data-backed value stories that connect technology investments to strategic priorities, transformation goals, and measurable outcomes.
• Create polished customer-facing materials, including points of view, business cases, value-based proposals, presentations, and white papers.
• Customer Value Realisation & Lifecycle Support
• Partner with Customer Success to measure post-sale value realisation, validate outcomes against original business cases, and support renewal and expansion narratives.
• Capture customer benchmarks, success stories, and best practices to strengthen future pursuits, customer conversations, and reusable value assets.
• Player-Coach Enablement & Practice Development
• Coach Sales, Solution Consulting, and Customer Success teams on discovery, value hypothesis development, financial modeling, and executive messaging.
• Lead by example on complex opportunities while raising regional capability through deal coaching, self-service tools, templates, and best practices.
• Collaborate with Product, Marketing, Customer Success, and the global Value Engineering team to refine value messaging, assets, and methodologies for APAC.
• Share field insights and patterns to strengthen VE methodologies, analytics, and communication across the broader team.
• About the You:
• Bachelor's degree in business, finance, economics, MIS, engineering, or a related field; advanced degree preferred.
• 8 - 15+ years of experience in Value Engineering, management consulting, financial analysis, strategic presales, or a related role.
• Company Overview:

Additional Information

Why UKG: At UKG, the work you do matters. The code you ship, the decisions you make, and the care you show a customer all add up to real impact. Today, tens of millions of workers start and end their days with our workforce operating platform. Helping people get paid, grow in their careers, and shape the future of their industries. That's what we do. We never stop learning. We never stop challenging the norm. We push for better, and we celebrate the wins along the way. Here, you'll get flexibility that's real, benefits you can count on, and a team that succeeds together. Because at UKG, your work matters-and so do you.

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