Principal Solutions Consultant

Role Summary

Solutioning is your primary responsibility. You are the APAC country expert who owns Payroll / Statutory / Time & Attendance depth for the market. You sit in prospect calls, create need for MS, defend and shape scope, and push deals through to closure. You are not a passive expert — you carry the deal.

Primary Responsibilities

<strong>Country Expertise</strong>

• Statutory framework depth for APAC countries including Philippines, Singapore, Australia, New Zealand, Malaysia, Hong Kong, Indonesia. Regional peculiarities: 13th-month pay, gratuity variants, non-resident tax withholding, cross-border employment.
• Payroll components: Gross-to-net mechanics, salary structures, reimbursements, garnishments, F&F settlements, prior-vendor cleanup patterns.
• Time & Attendance: Attendance-to-payroll pipelines, overtime rules, PTO / leave policy design, statutory paid leave.
• Compliance rhythm: Notice triage cadence, audit prep, peak-load moments (year-end, statutory season).

Sales-Call presence

• Create need. Walk a prospect through their own pain to reveal issues not articulated.
• Defend and shape scope. Concede where it wins the deal, hold the SKU line where it matters.
• Carry the technical narrative from first-call to signed MSA: RFP responses, security questionnaires, statutory Q&A, delivery walkthroughs.
• Competitive positioning against peers; know competitors’ weak spots.

Secondary Responsibilities

GTM - Support and enable

• Enable Sales with talking points, objection handling, country-specific scope.
• Contribute to MS content: pitches, scope-by-SKU summaries, case studies, battlecards.
• Provide feedback on what resonates to evolve content quickly.

Product - bridge, not build

• Translate recurring prospect and delivery pain into structured Product requirements.
• Track requirements through Product roadmap; push gaps forward with data.
• Get useful product updates into pitches and battlecards within a week.

Delivery - track, not execute

• Monitor delivery health on accounts closed: cycle accuracy, SLA adherence, escalations, renewal signals.
• Flag risks early; hand off cleanly and stay available as escalation backup.
• Debrief after deal closes: what was sold, what Delivery needs to deliver, known risks.

What you bring

• Deep payroll expertise for APAC; ability to explain statutory framework, filing calendars, edge cases.
• 6+ years in HR Tech, payroll, or global employer-of-record; ideally mix of delivery and client-facing roles.
• Sales-call fluency; experience presenting to CHROs, CFOs, Heads of People.
• Strong communication; comfortable with executive-level calls.
• Numeracy and structured thinking; pricing math and SKU logic; able to build analyses when needed.

Nice to have

• Multi-country payroll implementation exposure.
• Certifications: CPP / FPC (US), Certified Payroll Manager (India), or geo equivalents.
• Experience contributing to battlecards, competitive positioning, or sales playbooks.
• Bonus depth in Middle East payroll or select European markets."