Business Consultant

Position Title : Business Consultant

Reporting Line : Business Consulting Director, APAC

Position Purpose: 

To deliver effective presales consulting services and support to the ADP Sales team and prospective clients within Australia and New Zealand. Including but not limited to, determining requirements, mapping a client’s current and future end-to-end state (HCM, Payroll and Time Management), solving for integration, and conducting solution demonstrations.

Key Responsibilities:

Be the primary support role for the ANZ Sales effort:

• Provide/lead/coordinate Business Consulting resources in mid-market to enterprise engagements:
  • Analyses and document client requirements (HR, Payroll and Time Management)
  • Map out a client’s end-to-end state including integration requirements
  • Assist in the qualification of opportunities
  • Arrange and lead face-to-face demonstrations, and remote/webinar demonstrations as necessary (across all solutions)
  • Coordinate and respond to Requests for Information/Proposal/Quotation
  • 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:
  • Articulate a desired end-to-end posture for business processes in this narrative
  • 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:
  • Challenge clients on processes and practices, as appropriate.
• Leverage available ADP tools – e.g., online & offline demos, video recordings, Responsive, etc. – for maximum effect in presales engagements.

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:
  • Be a thought leader on strategy and industry topics to Sales associates and the BC team
  • 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 Area Product Leaders, 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

• Minimum 5 years demonstrated experience in a Payroll, Time Management, or HCM Consultant role
• Sound technical background with Payroll, Time Management, and HCM products and services
• Exposure and experience in Payroll, Time Management, and HCM 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
• Sales methodologies
• Business process improvement
• Implementation methodologies
• Presentation delivery – storytelling ability
• Teamwork focus
• Payroll & HCM landscape
• Microsoft Office, Project and Visio
• Written and verbal communication