Principal Consultant, Value Engagements (London, UK)

We’re looking for aPrincipal Consultant, Value Engagements (London, UK)

About Cornerstone OnDemand

Cornerstone OnDemand (NASDAQ: CSOD) empowers people around the world with on-demand, integrated learning and talent management software and services for connecting, developing and performing in the workplace. We are a leader in SaaS Talent Management and used by more than 7.1 million active subscribers in 179 countries, the company is headquartered in Santa Monica, California and has international offices in London, Paris, Munich, Mumbai and Tel Aviv. A successful software company with a smart workforce, we offer a fun entrepreneurial, collaborative, and challenging work environment. Cornerstone OnDemand is also committed to empowering communities around the globe by improving access to education and opportunities through the Cornerstone OnDemand Foundation.For more information, visit www.csod.com.

Job Description

The Strategic Engagement Consultant (SEC) is the strategic business partner working collaboratively with the Sales and Customer Success organizations as well as directly with prospective clients and customers. As such, the SEC works closely with Sales Leadership, Field Sales team and collaboratively with Solution Architects and Solution Consultants to handle three main responsibilities:

  • Work on key Prospects and Customers to identify the full product and service solution to deliver a Strategic Solution, elevate the discussion and win the business.
  • Grow the average number of modules sold to new prospects and to extend out the Platform to existing Customers.
  • Grow the average size of deal across both Customers and Prospects.

Additionally, the SEC will work closely in the construction of the Area Business Plan, key and myriad objectives and metrics to measure success. Also, key market targets – both Prospects and Customers – will be identified and prioritized for engagement. And finally, improvement of the process of strategic engagement is a key thrust of this role to achieve improvement throughout the sales cycle. Pre-call prep, discovery toward business objectives, Solution Architecture construct and delivery, hand-off from Sales to Services, and Services to Support – all aspects will be part of the SEC’s purview. It is essential for SEC possess breadth and depth of knowledge in the Human Capital Management domain.


  • Provide professional Advisory Services support to the sales teams and customer success organizations including services positioning, services offerings and methodologies
  • Support the license sales cycle; present value based selling approach of Cornerstone’s Client Success strategies and methodologies
  • Understand client’s business objectives and talent strategies and successfully position Cornerstone’s talent services to align and support business plans
  • Elevate the value of strategic talent and implementation services; position as competitive differentiator and either validate or increase opportunity scope
  • Analyze trends, make recommendations and participate in both tactical and strategic plans on deals
  • Provide best-practice guidance on customer processes
  • Help to map in appropriate resources to enhance chances of success for winning deals
  • Document and communicate product feedback and new requirements from the field
  • 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 talent service offerings
  • Construct and deliver service proposals for integration, implementation and talent strategy service offerings
  • Work collaboratively with the SAs to construct and deliver statements of work aligned with clients IT environment, resource and timeline for implementation
  • Multi-task numerousvalue 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

  • B.A. / B.S. required, Advanced degree (MS, MA, PhD, MBA) highly preferred
  • 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
  • Domain experience with large scale HCM software deployments (either as an internal program owner or as an external consultant)
  • At least 5 years’ experience selling consulting / professional services and architecting technology solutions supporting client’s strategies and business objectives
  • Deep understanding and knowledge of Talent Management, Cloud Computing and Software-as-a-Service delivery models
  • Knowledgeable of talent management lifecycle including Learning Management, Performance Management, Compensation and Recruiting business processes
  • Excellent 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 organize, prioritize, work effectively and independently and meet deadlines while calmly dealing with competing time projects
  • Excellent writing, communication and 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 clients

Other Desired Skills

  • Global consulting experience around Integrated Talent Management or related area
  • Human Capital Management software or services sales
  • Fluency in multiple languages is a major plus
  • LI-AR1

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