Senior Customer Engagement Manager

4 weeks ago

Atlanta, Georgia, United States Cornerstone OnDemand Full time

The Senior Customer Engagement Manager is a key role within Cornerstone OnDemand's organization responsible for positioning and selling consulting services to our customers during and after a software sale. With your product and industry knowledge, you will carefully listen to a customer's business needs and goals, ask thoughtful questions, and consultatively recommend service offerings and consulting projects that enable them to achieve their business objectives. By acting as a trusted advisor to our customers during the software sales cycle and suggesting business-outcome focused consulting services, you will differentiate Cornerstone from our competitors and position us as a long-term, trusted business partner.

This position requires a talented individual who excels in Service Solutions and consultative selling with a strong business acumen and technical aptitude. In this role, you will:

  • Participate in Sales Pursuits: Partner with the Cornerstone Sales team on net new software deals to position Global Services approach/methodology as a competitive differentiator in order to help win deals.
  • Recommend Services to Customers: Work with customers to understand their underlying business objectives and talent strategies in order to recommend services that align and support their business objectives.
  • Scope Projects: Via consultative conversations with customers, gather detailed business requirements needed for accurately scoping/pricing consulting work.
  • Determine Technical Approach: Based upon customers' technical requirements, collaborate with cross-functional teams to select and/or design the best integration technology and methodology for the customer.
  • Create & Deliver Sales Presentations: Create and deliver compelling sales presentations and proposals that are tailored to address the unique needs of a customer, showcasing the value and benefits that Global Services will bring to their business.
  • Write and Negotiate Contracts: Write and deliver detailed customer statements of work/service contracts. Negotiate service contract pricing and terms and overcome objections/challenges to close deals effectively.
  • Maintain Product Mastery: Develop a deep understanding of the Cornerstone applications and our competitive market to effectively position the value of Cornerstone solutions and services.
  • Partner With Sales: Be the trusted advisor to Cornerstone Sales and Solution Consulting to develop optimal service strategies that win deals and create maximum value for customers.
  • Answer Questions During Sales Cycle: Support prospect/customer questions throughout the sales cycle as it pertains to implementation processes and integrations capabilities.
  • Sell Services Into Existing Accounts: Develop and manage service sales campaigns in existing accounts.
  • Manage/Exceed Sale Goal: Build and manage a pipeline of opportunities to meet and exceed your sales goal.
  • Mentor Junior Teammates: Leverage your expertise to guide less experienced team members on how to effectively sell services.

You've Got What It Takes If You Have:

  • Bachelor's degree or related experience and/or training
  • Demonstrated self-accountability, while working independently
  • Demonstrated commitment to valuing diversity and contributing to an inclusive working and learning environment
  • 8+ years of experience in consulting in an enterprise-class customer SaaS environment
  • 5+ years experience in governance, project, and/or program management
  • Ability to work in a diverse, fast-paced environment while collaborating across functional and geographical teams
  • Prior experience managing third parties during customer engagements
  • Demonstrated ability to build and maintain service-oriented relationships remotely and across customers, partners, and internal stakeholders
  • Ability to multi-task and manage multiple projects, tasks, and customer priorities simultaneously
  • Working knowledge of Talent Management and Talent Experience industry best practices
  • Ability to present complex technology concepts and resolutions to Executives in a digestible way
  • Travel is up to 30% for this role
  • Consideration for privacy and security obligations
  • Extra dose of awesome if you have Six Sigma, PMP, and/or PMI Certified

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