Principal, Value and Strategy

We're looking for a Principal, Value and Strategy This role is Remote, Belgium

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.
  
  

In this role you will...

• 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
  
  

You've Got What It Takes If You Have...

• 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
  
  

Our Culture

Spark Greatness. Shatter Boundaries. Share Success. Are you ready? Because here, right now – is where the future of work is happening. Where curious disruptors and change innovators like you are helping communities and customers enable everyone – anywhere – to learn, grow and advance. To be better tomorrow than they are today.

Who We Are

Cornerstone powers the potential of organizations and their people to thrive in a changing world. Cornerstone Galaxy, the complete AI-powered workforce agility platform, meets organizations where they are. With Galaxy, organizations can identify skills gaps and development opportunities, retain and engage top talent, and provide multimodal learning experiences to meet the diverse needs of the modern workforce. More than 7,000 organizations and 100 million+ users in 180+ countries and in nearly 50 languages use Cornerstone Galaxy to build high-performing, future-ready organizations and people today.

Total Rewards

At Cornerstone, we are dedicated to inspiring excellence and pushing boundaries in everything we do. Our compensation strategy is based on three fundamental principles: equitable pay, market-driven research, and skill-based appraisals. As part of our mission to share success and empower individuals to thrive in an ever-changing world, the listed salary range is just one element of Cornerstone’s comprehensive compensation package. This compensation package may also include annual bonuses, short- and program-specific awards depending on the role, and a comprehensive benefit offering. The disclosed salary range reflects the geographic differential based on the location of the position if applicable. The starting salary for the successful applicant will depend on several job-related factors, including education, training, experience, certifications, location, business needs, and market demands. This range is based on a full-time position and may be adjusted in the future. Join us in shaping the future of work — tomorrow, together. Experience flexibility and empowerment in your career at Cornerstone. The BASE salary range for this position is: 96200 - 153900 EUR.

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