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.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.

• Additionally, the Principal will participate in the entire Value Engagement lifecycle, including executive pre-discovery and pitch work with Sales, to formal on-site Discovery with the client, and finally to validation of the recommendation themes framed and final client executive delivery.

In this role you will...

• 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.

You've got what it takes if you've got...

• 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.

Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at [email protected]