The Principal is a strategic business partner within Cornerstone's Thought Leadership & Advisory Services organisation who works collaboratively with Sales, Sales Effectiveness, Customer Success, Product, and Marketing organisations as well as directly with prospective clients and existing customers.
Summary of Strategy & Value role expectations below:
- Work on key Prospects and Customers to identify the full opportunity to deliver impact to their business, elevate the discussion, and collaborate with sales on strategy to win the business.
- Quickly synthesise key business strategies with deep HCM domain expertise to create clear connectivity and alignment.
- Ability to both qualitatively and quantitatively develop a full business / HCM value engagement deliverable that illustrates impact against key business impact measures.
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· Ability to develop custom quantitative analysis, including but not limited to ROI, TCO, and Benchmarking, and adjusting and/or developing based on individual client & prospect strategies and needs.
Responsibilities
- Provide professional Advisory Services support to the sales teams and customer success organisations including services positioning, services offerings and methodologies
- Demonstrates a storytelling ability to not only understand a client's business & talent strategies, but also successfully position Cornerstone's value proposition and services to align and support the business plan
- Assess opportunity for quantitative impact, understanding that in some cases, there may be none, and be comfortable and proficient at helping sales see the opportunity or the lack thereof.
- Adept at adjusting and/or developing calculation methodologies based on prescriptive assessment of a client or prospects business impact targets. This includes developing custom calculations, and being proficient at in-depth value & financial modeling, including ROI, TCO, and Benchmarking
- Proficient at succinctly connecting value and business impact to a story that aligns with a client's business, and articulating impact beyond typically bucketed hard & soft costs
- Analyse trends, make recommendations and participate in both tactical and strategic plans on deals
- Communicate competitive intelligence from the field
- Always remain a committed and unselfish team player
- Build rapport with HR executives, HCM business leaders and position business value of service offerings
- Collaborate within the Strategy & Value Services team on webinar support, in addition to contributing to blogs and articles.
- Construct and deliver service proposals for integration, implementation and talent strategy service offerings
- Work collaboratively with your peers within Thought Leadership & Advisory Services to tailor the collective approach to increase opportunity for success
- Multi-task numerous Value Engagements and manage priorities and workload while maintaining positive, professional demeanor
- Continuously learn and adapt new solutions and ideas and improve customer experience and success
- Energetic, and motivated, self-starter solution driven and trusted team player
- Think outside the box - bring new ideas forward in a positive, proactive way
Required Skills and Experience
- The ability to translate the value of the Cornerstone OnDemand platform into clear business results for prospects and customers
- Consultative experience with engagements creating and driving strategy at the executive level
- Domain experience in HCM and OD background (minimum 7 years)
- Deep understanding Cloud Computing and Software-as-a-Service delivery models (minimum 7 years)
- Domain experience with large scale HCM software deployments (either as an internal program owner or as an external consultant)
- Deep quantitative expertise in value / financial modeling, with a demonstrated ability to connect quantitative business impact to a succinct storyboard that aligns to a client's business (minimum 5 years)
- Understanding of sales strategy and deal process highly preferred
- Excellent client presentation and communications skills and ability to adjust message by audience (Executive, IT, Line of Business)
- Professional image and ability to present to corporate executives
- Proven ability to organise, prioritise, work effectively and independently and meet deadlines while calmly dealing with competing time projects
- Excellent writing, presentation development & delivery, and communication & analytical skills are imperative
- Grasp and communicate abstract concepts and ideas and clearly articulate written and oral solutions
- Outstanding service-orientation and strong interpersonal skills that create positive relationships with colleagues and client
- Ability to travel