The Solution Consulting Team is pivotal to the success of sales at Cornerstone. We see SCs as vital to the success of the sales process and ultimately, our clients themselves. The Regional Director of Solution Consulting is highly specialized and possesses extensive knowledge of talent management subject matter, Cornerstone's market-leading solutions, our business, our clients and our competitors. You will be responsible for leading and creating a strong SC team that will be a key part of our sales process. The Regional Director must manage/mentor a strong SC team who can effectively demonstrate how the Cornerstone's solution will meet clients' needs and stated business objectives. You will be responsible for creating a pre-sales consulting capability that will differentiate Cornerstone, its people and its solutions in the marketplace and ensure successful sales outcomes across various regions, languages, buying cultures, market segments and industries.
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The Regional Director of Solution Consulting works in partnership with the other SC Leaders, Regional Sales Managers/Directors, Account Management and other supporting team members to differentiate Cornerstone by listening to clients, establishing trust and credibility, and challenging them to think differently about talent management. The successful candidates will uniquely position Cornerstone as the "partner-of-choice" and clearly show how that partnership will deliver enormous value to the client's organization.
The Regional Director will work tirelessly to understand what clients want to achieve and why. You will help to occasionally audit current solutions/processes in place, assess business, functional and technical requirements; contribute to the RFI/RFP process; and still be able to deliver highly targeted product demonstrations that clearly outperform those of our competitors. It will also be your responsibility to ensure continuity of the client experience as the client moves through the various phases of the client lifecycle and escalate when things have gone astray. Unparalleled communication and presentation skills are mandatory and must be demonstrated during the selection process.
In this role you will...
- Mentor, train and Lead a team of Solution Consultants to meet quarterly objectives and targets
- Recruiting and on-boarding a team of Solution Consultants
- Work closely with other team leads to improve existing prospecting techniques and processes
- Stay abreast of and leverage industry trends, market news and trigger events in key accounts
- Collaborate with senior managers of Sales, Account Management and Product Management to identify and create winning sales strategies and demonstrate new product opportunities
- Communicate the Cornerstone value proposition to varying technical and non-technical clients, including executive ''C'' level management, VP, and Director levels, and end-users
- Support team in proposing and/or designing technical solutions to meet prospect's business, technical, and/or financial goals
- Partner with Sales to develop requirements documents, presentations, proposals, and ROI models, and coordinate with a team of support specialists, consultants, or project managers to execute sales objectives or to ensure that all pre-sales customer requirements are documented and transitioned
- Maintain expert knowledge of Company products to develop and present unique solutions, and maintain knowledge of emerging trends in technology and talent management software
- Work closely with Product Managers and Engineering by providing feedback from information gathered during pre-sales projects
- When needed Interface and coordinate efforts across teams to demonstrate, and help develop/configure project plans and proposals. (e.g. RFI and RFP)
- A significant amount of travel across EMEA will be expected (up to 70%)
- ...and being the rockstar you are, be willing to take on additional responsibilities as needed
You've got what it takes if you have...
- Very strong background in software solutions pre/technical sales, successfully supporting sales of high level corporate software/technology solutions at the executive level
- Strong experience managing an SC team of 20+ to meet quarterly objectives
- Experience of recruiting and on-boarding a team of Solution Consultants and Regional Directors
- Strong team mentoring, training, leading, collaboration and motivation capabilities
- Experience selling HR-related software
- Track record of exceeding company sales quotas
- Aggressive, hard-working, persuasive, persistent, self-motivated, and productive
- Ability to multitask and have strong time management skills
- Ability to work with teams and coordinate activities involving several participants
- The mentality of a self-starter who assumes responsibility, recognizes problems, provides well though-out solutions and takes initiatives to fix them
- Excellent communication analytical skills, and be comfortable in representing software and speaking to operational and technical executives alike
- Demonstrated success in building customer relationships as a trusted advisor
- Experience with software automation tools and Microsoft Office
- French and English language skills are mandatory (additional European languages are an advantage)