Senior Business Consultant

Position Title: Senior Business Consultant, ANZ
Reporting Line
Direct: Business Consulting Director, APAC
Indirect: Vice President Sales ANZ
Position Purpose:
To deliver effective presales consulting services and support to the ADP Sales team and prospective MNC clients within Australia and New Zealand. Including, but not limited to, determining requirements, mapping a client's current and future end-to-end state (Payroll, HCM, and Time Management), solving for integration, and conducting solution demonstrations.
Key Responsibilities: * Be the primary support role for the ANZ MNC Sales effort:

• Provide/lead/coordinate Business Consulting resources in mid-market to enterprise engagements:

O Analyse and document client requirements (HR, Payroll and Time Management)
O Map out a client's end-to-end state including integration requirements
O Assist in the qualification of opportunities
O Arrange and lead face-to-face demonstrations, and remote/webinar demos as necessary (across all solutions)
O Coordinate and respond to Requests for Information/Proposal/Quotation
O Craft and assemble documentation including end-to-end schematics

• Provide subject matter expertise and business insights based on deep experience
• Describe for clients, using storytelling techniques, the breadth of business requirements in a collective Payroll/Time Management/HCM context:

O Articulate a desired end-to-end posture for business processes in this narrative
O Connect ADP's services with the story arc at a macro level and drive client engagement

• Deliver detailed presentations of ADP's services, and their value and benefits, to operational and C-suite audiences:

O Challenge clients on processes and practises, as appropriate.

• Leverage available ADP tools -- e.g., online & offline demos, video recordings, Responsive, etc. -- for maximum effect in presales engagements.

2. Be ANZ Sales' focal point for ADP solution expertise, competitive intelligence, and market knowledge:

• Be the liaison for Sales and Business Consulting teams into Product and Service divisions of ADP
• Be the Trusted Advisor, understanding and acting on trends in the external environment
• Keep abreast of legislation, and market & technology advancements, relating to Payroll/Time Management/HCM and business process outsourcing:

O Be a thought leader on strategy and industry topics to Sales associates and the BC team
O Identify industry trends and topics for potential inclusion in ADP's Sales story

• Collaborate with Business Consulting colleagues to promote internal knowledge transfer.

• Be a conduit to APLs, Domain Specialists, and ADP Product for market needs & client requirements:

• Provide domain expertise to support new product initiatives/solutions
• Engage Sales and appropriate ADP groups to facilitate feedback of market needs.

Experience

• Five-to-eight years' experience in an enterprise Payroll, Time Management, or HCM Consultant role
• Sound technical background with enterprise Payroll, HCM, and Time Management
• Exposure and experience in complex enterprise Payroll, HCM, and Time Management sales engagements
• Proven ability in formulating responses to RFIs/RFPs/RFQs
• Strong writing skills: effective use of grammar, appropriate phrasing, and clear messaging
• Effective multi-year involvement in on-site and remote presentations to operational and C-suite audiences
• Repeated, successful communication of end-to-end process landscapes in a Payroll/Time/HCM context
• Authoritative capability to align client needs with vendor's story and drive engagement
• Lengthy collaboration with operational leads; e.g. Implementation, Service, Product, Security.
• Demonstrated ability to describe and promote market requirements to internal teams
• Well-established expertise in progressing I.T product initiatives.

Qualifications / Certifications

• Appropriate tertiary level education or equivalent industry experience

Skills:

• Business analysis
• Enterprise Payroll landscape
• Enterprise Time Management landscape
• Enterprise HCM landscape
• Written and verbal communication
• Implementation methodologies
• Cloud BPO services
• Presentation delivery -- storytelling ability
• Teamwork focus
• Sales methodologies
• Business process improvement
• Microsoft Office, Project and Vision

Key Stakeholders
Business Consulting Director, APAC
Vice President Sales ANZ
Sales Director, Enterprise Solutions ANZ
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