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.

　　Location: APJ - Remote, but proximity to Office and Airport for travel preferred.

　　In this role, you will...

　　Provide professional Advisory Services support to the sales teams and customer success organisations including services positioning, services offerings and methodologiesDemonstrates 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 planAssess 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 BenchmarkingProficient 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 costsAnalyse trends, make recommendations and participate in both tactical and strategic plans on dealsCommunicate competitive intelligence from the fieldAlways remain a committed and unselfish team playerBuild rapport with HR executives, HCM business leaders and position business value of service offeringsCollaborate 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 offeringsWork collaboratively with your peers within Thought Leadership & Advisory Services to tailor the collective approach to increase opportunity for successMulti-task numerous Value Engagements and manage priorities and workload while maintaining positive, professional demeanorContinuously learn and adapt new solutions and ideas and improve customer experience and successEnergetic, and motivated, self-starter solution driven and trusted team playerThink outside the box - bring new ideas forward in a positive, proactive way

　　Required Skills and Experience

　　B.A. / B.S. required, Advanced degree (MS, MA, PhD, MBA) preferredThe ability to translate the value of the Cornerstone OnDemand platform into clear business results for prospects and customersConsultative experience with engagements creating and driving strategy at the executive levelDomain 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 preferredExcellent 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 executivesProven ability to organise, prioritise, work effectively and independently and meet deadlines while calmly dealing with competing time projectsExcellent writing, presentation development & delivery, and communication & analytical skills are imperativeGrasp and communicate abstract concepts and ideas and clearly articulate written and oral solutionsOutstanding service-orientation and strong interpersonal skills that create positive relationships with colleagues and clientAbility to travel approximately up to 50% of the timeDemonstrated commitment to valuing diversity and contributing to an inclusive working and learning environmentConsideration for privacy and security obligations

　　Extra dose of Awesomeness if you have...

　　Fluency in multiple languages is not required, but is preferred.