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.
• 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 own 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.

• 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

• 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
• Fluent in English and at least one other European language - German, French or Spanish
• Ability to travel