Director, Strategy and Value Service

at Cornerstone onDemand in Portland, Maine, United States

Job Description

Director, Strategy and Value Services

Our Culture

Our mission is to empower people, businesses, and communities. A culture created less by what we do and more by who we are. When people ask what our team is about, we point to our core values: champion customer success, bring our best, achieve together, get stuff done, and innovate every day. We’re always on the lookout for new, curious, and capable people who can help us achieve our goal and we are seeking diversity in the people who join our team. We want to make sure that our company reflects the demographic of our customers, clients, and the communities in which we operate. So, if you want to work for a friendly, global, inclusive, and innovative company, we’d love to meet you!

What We Do

Cornerstone is a premier people development company. We believe people can achieve anything when they have the right development and growth opportunities. We offer organizations the technology, content, expertise, and specialized focus to help them realize the potential of their people. Featuring comprehensive recruiting, personalized learning, modern training content, development-driven performance management and holistic employee data management and insights, Cornerstone’s people development solutions are successfully used by more than 75 million people in 180+ countries and in nearly 50 languages.

Job Description

The Director is a strategic supervisory position within Cornerstone’s Thought Leadership & Advisory Services organization, reporting directly to the Vice President of Thought Leadership and Advisory Services. This role will lead and oversee projects collaboratively with Sales, Sales Enablement, Customer Success, Product, and Marketing organizations, as well as directly with prospective clients and existing customers. This is a supervisory role managing a team of varying levels of Senior Principals, Principals and Associate Principals in TLAS.

In this role you will…

+ Lead the planning, delivery, and execution of strategic value-based customer workshops.

+ Lead the team working with Prospects and Customers to identify the full opportunity to deliver business impact to their business, elevate the discussion and collaborate with sales on strategies to win the business.

+ Lead the team in synthesizing key business strategies with deep HCM domain experience to create clear connectivity and value alignment.

+ Owns the processes and oversees the 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.

+ Initiates and oversees cross-cutting team projects sometimes involving Cornerstone client behavior in the relevant system as well as identifying and helping promote best business objectives and practices.

+ Strategic leader within TLAS leading highly complex and far-reaching projects that may include others on the TLAS team or others with Cornerstone.

+ Mentors TLAS and Cornerstone personnel as a part of continuous professional & personal development within the team.

+ Oversee the daily operations of TLAS Value alongside the VP of TLAS and others within Cornerstone.

+ Develops reports and tracks team workloads to ensure fair distribution and resource utilization. Makes appropriate adjustments to accommodate specific situations and workloads.

+ Deep industry network that adds gravitas to speaking & facilitation on industry topics and value-focused initiatives across industry forums.

+ Identifies and facilitates planning and execution of new TLAS value-based talk-tracks and workshops to test success & usefulness.

+ Provide oversight of professional Value Services support to the sales teams and customer success organizations including services positioning, services offerings, and methodologies.

+ Collaborate on competitive intelligence within Marketing for the field.

+ Build and maintain rapport with HR executives, HCM business leaders.

+ Direct and work collaboratively with peers within Thought Leadership & Advisory Services to tailor the collective approach to increase opportunity for success.

+ Continuously learn and adapt new solutions and ideas and improve customer experience and success.

+ Stay abreast of value-based research, methodologies, market trends and emerging practices.

+ Have a deep and complete understanding of the competitive software landscape.

+ Establish credibility as the trusted value advisor to further client relationships.

+ Present an informed point of view in regular blog posts, social media presence and industry speaking engagements.

You’ve got what it takes if you have…

+ B.A. / B.S. required, Advanced degree (MS, MA, PhD, MBA) highly preferred

+ Minimum of 20 years’ experience in a domain(s) rooted in the HR / Talent space.

+ Executive presence, command, and level of comfort in working with internal & customer senior leaders.

+ Previous experience as a people manager.

+ Consultative experience with engagements creating and driving value and value-realization strategy at the executive level.

+ Deep understanding Cloud Computing and Software-as-a-Service delivery models (minimum 15 years).

+ Domain experience with large scale HCM software deployments (either as an internal program owner or as an external consultant).

+ Understanding of sales strategy and deal process required.

+ 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 organize, prioritize, 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 clients.

+ Ability to travel approximately up to 50% of the time.

Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at

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Job Posting: JC246981902

Posted On: Sep 01, 2023

Updated On: Oct 05, 2023

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