Ideally based in Sydney, but open to individuals living in Melbourne, Brisbane or Adelaide

- High Impact, Influential Individual Contributor (initially) Role.
- Significant Pre and Post Sale Involvement.
- Supportive Culture with Training, Hybrid Work Flexibility.
- Interstate Travel (and limited International - APAC - 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 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.

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.

Your Profile

The ideal candidate is commercially minded, skilled, analytical and passionate about helping insurers build compelling,



financially grounded transformation cases. Deep Insurance domain experience is an essential requirement for success in this position.

The successful individual will have spent time in their career in one or more of the following:

- Consulting firm (e.g. Deloitte, PwC, EY, Accenture, Cognizant etc) - sitting within the Insurance or BFSI industry vertical ideally delivering on Guidewire, Duck Creek (or other enterprise software) Strategy, Transformation and Technology engagements, with a focus on business case development, value engineering, business value engineering, target operating model, financial modelling, and / or enterprise transformation.
- Insurance organisation - an in‑house industry practitioner (e.g., Finance, Strategy, Operations, Claims, Billing, Policy, Underwriting) who has moved into strategic transformation, modernisation, investment planning, or technology‑enabled change initiatives.
- Enterprise Insurtech software vendor (ISV, SaaS) (eg. Duck Creek, Majesco, Sapiens etc) in a Value Consulting / Engineering / Advisory, Pre‑sales, Solution Engineering or other relevant role, supporting complex deal cycles through ROI/TCO analysis and executive‑level value articulation.
- Enterprise software vendor (ISV, SaaS) - sitting within the firm's Insurance or BFSI industry vertical in a Value Consulting / Engineering / Advisory, Pre‑sales, Solution Engineering or other relevant role, supporting complex deal cycles through ROI/TCO analysis and executive‑level value articulation.

Additionally, you will possess:

- Exceptional active listening skills and the ability to generate consensus among conflicting stakeholders, and pivot strategy on your feet.
- A 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 skills.

ONLY CANDIDATES WITH FULL AUSTRALIAN WORKING RIGHTS CAN BE CONSIDERED

#J-18808-Ljbffr

📌 Principal Value Consultant, ANZ | Insurtech (Melbourne)
🏢 @
📍 Melbourne