Principal Human Capital Management Overlay

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About the team- This team serves as a strategic partner and resource to the sales organization, acting as the subject matter experts in Human Capital Management (HCM). With deep domain expertise, the team plays a critical role in helping to identify and advance HCM opportunities. Our mission is to empower the sales team by bringing HCM insights to the forefront of every customer interaction. Whether it's uncovering new value drivers, shaping solution narratives, or differentiating UKG in competitive cycles, this team is focused on helping sales teams win - with HCM at the center.

About the role: The Principal HCM Specialist is an expert individual contributor role within UKG, responsible for partnering directly with Enterprise AE and CAM roles to support large or strategic New Logo or Cross-Sell opportunities focused on ProHCM. The primary focus of this role is to serve as a trusted advisor and thought partner for Enterprise Account teams needing additional support in HCM sales cycles. This includes collaborating on customer proof points/references, solution capabilities, and competitive differentiation. The role also involves meeting with customers to provide insight and deep knowledge on how UKG ProHCM can support their requirements and uncover new opportunities that differentiate UKG from the competition.

Key Responsibilities:

• Deep Solution Expertise in a Sales Context: Strengthen and expand customer and prospect relationships through regular interactions, including face-to-face meetings, industry events, trade shows, and conferences related to ProHCM.

• Consultative Selling: Utilize consultative selling skills to understand customer business requirements and recommend UKG software solutions that meet their objectives.

• Customer Context and Use Case Expertise: Maintain a deep understanding of successful customer use cases to add trust and context to sales engagements.

• Industry Expertise: Maintain a deep understanding of the customer's industry to provide tailored solutions and support.

• Collaboration: Partner with GTM teams to create account strategies and identify revenue opportunities.

• Customer Advocacy: Advise, consult, and support customers on best practices in the utilization and expansion of UKG services.

Metrics for Success:

• ProHCM Sales Bookings in Enterprise Segment: Bookings metric related to ProHCM in the supported Enterprise vertical market.

• ProHCM Win Rates in Enterprise Segment: Win rate metric related to ProHCM in the supported Enterprise vertical market.

About you:

Basic Qualifications:

• 7+ years of experience in Human Capital Management (HCM) in a customer-facing role such as Customer Account Manager, Industry Fellow, Value Engineer, or similar.

• 3+ years of experience directly supporting or advising field sales teams in a strategic advisory capacity.

• Proven track record of engaging with C-suite executives (e.g., CHRO, CFO, COO) in strategic discussions and solution alignment.

• Demonstrated ability to influence enterprise-level deals within various deal sizes

Preferred Qualifications:

• Strong working knowledge of UKG ProHCM solutions, including core HR, talent, and workforce management modules.

• 2+ years of experience selling into or consulting within the Manufacturing,Healthcare or Retail industry.

• Demonstrated success in consultative selling, including discovery, solution mapping, and value articulation.

• Excellent verbal and written communication skills, with the ability to present to both technical and executive audiences.

• Deep industry knowledge with the ability to tailor messaging and solutions to specific verticals.

• Comfortable working in a matrixed, cross-functional environment and independently managing priorities.

Join UKG and be part of a dynamic team that values innovation, customer success, and professional growth. If you are passionate about driving value for enterprise customers and have a proven track record in account management, we encourage you to apply.

Where we're going

UKG is on the cusp of something truly special. Worldwide, we already hold the #1 market share position for workforce management and the #2 position for human capital management. Tens of millions of frontline workers start and end their days with our software, with billions of shifts managed annually through UKG solutions today. Yet it's our AI-powered product portfolio designed to support customers of all sizes, industries, and geographies that will propel us into an even brighter tomorrow!

Equal Opportunity Employer

UKG is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories.

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UKG participates in E-Verify. View the E-Verify posters here.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Disability Accommodation in the Application and Interview Process

For individuals with disabilities that need additional assistance at any point in the application and interview process, please email [email protected].

The base salary range for this position is $142,100.00 to $204,200.00 USD; however, base pay offered may vary depending on skills, experience, job-related knowledge and location. This position is also eligible for commissions and restricted stock unit awards as part of total compensation. Information about UKG's comprehensive benefits can be reviewed on our careers site at https://https://www.ukg.com/careers