Principal, Value & Strategy

Principal, Strategy and/or Value Services, Thought Leadership & Advisory Services (TLAS)

Job Description

The Principal is a strategic business partner within Cornerstone's Thought Leadership & Advisory Services organization who works collaboratively with Sales, Sales Effectiveness, Customer Success, Product, and Marketing organizations as well as directly with prospective clients and existing customers.

• 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 synthesize key business strategies with deep HCM domain expertise to create clear connectivity and alignment.
• Ability to both qualitatively and quantitatively develop a full business / talent strategy and/or value engagement deliverables that illustrates impact against key business impact measures and business strategies.

• Provide professional Advisory Services support to the sales teams and customer success organizations 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.
• Analyze 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 strategy and value of talent service offerings.
• Collaborate within the TLAS team on webinars, conferences and client presentations, in addition to writing 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 strategy and 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.

• B.A. / B.S. required, Advanced degree (MS, MA, PhD, MBA) preferred
• The ability to translate the value of the Cornerstone OnDemand platform into clear business results for prospects and customers.
• The ability to assist/lead in strategy sessions and engagements for Cornerstone clients.
• 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).
• 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 organize, prioritize, work effectively and independently to 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 approximately up to 25-40% of the time.