Account Manager

Team Evolve - Account Manager Job Description

Position Overview
The Account Manager for Team Evolve at Cornerstone OnDemand is a hybrid role that combines traditional account management, consultative sales, and portfolio-style selling. This position is uniquely focused on managing a portfolio of acquired customers from Saba, and TalentSpace, driving contract renewals, identifying upsell opportunities, and most importantly, leading customers through their migration to the flagship Cornerstone platform.

The successful candidate will have a proven track record in account management and enterprise solution sales, ideally within SaaS, and will bring exceptional discovery, relationship-building, and consultative selling skills. This role demands a strategic thinker who can uncover customer needs, align solutions to business objectives, and build long-term relationships at all levels of an organization.

In this role you will...

• Customer Management
• Own a portfolio of customers transitioning from acquired platforms (Saba, TalentSpace) to Cornerstone's flagship solutions.
• Build and maintain strong relationships with customer stakeholders, developing trust and influence across all levels of the organization.
• Create and execute strategic account plans to map the customer journey, ensuring smooth migrations and maximizing customer satisfaction.
• Renewals and Retention
• Proactively manage contract renewals, ensuring customers understand the value of Cornerstone's solutions to achieve high retention rates.
• Identify at-risk accounts early and develop strategies to address concerns, mitigate churn, and build customer loyalty.
• Upselling and Expansion
• Identify opportunities to expand Cornerstone's footprint by introducing additional solutions, products, and capabilities, including content, learning, performance, and talent management tools.
• Partner with customers to develop and implement strategic talent management plans that align with their business objectives.
• Migration to Cornerstone
• Act as a trusted advisor, guiding customers through the migration process from legacy systems to Cornerstone's flagship platform.
• Collaborate with internal teams, including implementation, customer success, and support, to ensure successful migrations and positive customer experiences.
• Strategic Alignment and Business Growth
• Lead discovery and solution workshops to understand customer needs and align Cornerstone's solutions to their business goals.
• Deliver presentations and proposals that demonstrate value, ROI, and the strategic benefits of migrating to Cornerstone.
• Regularly assess customer account health and adoption metrics, addressing gaps to ensure successful long-term relationships.

• Experience and Expertise
• 3+ years of proven success in enterprise account management or portfolio-style selling at companies like Oracle, SAP, or within SaaS organizations.
• Strong understanding of learning, performance, and talent management solutions, with experience in SaaS migrations being highly desirable.
• Familiarity with the challenges and opportunities faced by acquired customers transitioning from platforms like Saba, and TalentSpace.
• Sales and Relationship Skills
• Exceptional consultative selling and discovery skills to uncover customer needs and align solutions effectively.
• Strong relationship-building capabilities, with a proven ability to establish trust and influence at executive and operational levels.
• Demonstrated ability to drive upsell opportunities, manage renewals, and achieve customer success metrics.
• Communication and Collaboration

• Excellent oral and written communication skills, with the ability to present confidently and effectively to senior executives and cross-functional teams.
• Proven ability to collaborate across corporate functions, including Sales, Customer Success, Implementation, and Product teams.

• Strategic mindset with the ability to analyze data, identify trends, and develop actionable plans.
• Creative problem-solving skills and the ability to manage competing priorities in a fast-paced environment.

• Experience working with complex, multi-stakeholder accounts in learning, talent, or HR technology industries.
• Background in SaaS migrations or familiarity with Saba, or TalentSpace platforms.
• Expertise in portfolio selling, consultative account management, or enterprise solution sales.
• Ability to travel as needed based on the assigned book of accounts.