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Company

Cornerstone OnDemand · 5 hours ago

Manager, Account Management

United States

Full-time

Remote

Mid Level

$88K/yr - $142K/yr

3+ years exp

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H1B Sponsor Likely

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Responsibilities

Successfully manage direct reports

Sales Best Practices (execution excellence)

Bookings quota attainment and Renewals/Retention and Incremental Growth quota attainment

Driving a performance-oriented environment by fostering employee satisfaction and creating a team culture of continuous improvement in alignment with Cornerstone’s core values

Responsible managing a team of Account Managers.

Continuously improve Account Management fluency with Cornerstone’s consultative, solutions selling methodology and value-based selling principles to enable us to develop business within our existing client base

Coach for business and account plans through selling and cross-selling opportunities. Coach on and participate in difficult negotiations and customer conflict resolution in alignment with the Cornerstone selling methodology

Ensure that disciplined business management practices are exercised including sales-readiness/account plans, implementing a rhythm of business awareness for consistent and predictable revenues, the use of cost-justified business proposals, accurate sales forecasting, etc. in order to ensure team attainment of quarterly and annual goals

Develop Business Plans that optimize execution and resources, including a requirement to work closely with other parts of the business to ensure smooth solutions are delivered

Ensure the alignment of Corporate Goals, Corporate Sales Goals, Area/Vertical Goals with your team’s Account Management Goals

Manage to Financial Target Objectives: meeting or exceeding revenue and renewal attainment to quota; ensuring forecasts are met

Work with the Account Management senior leadership team on revenue, account assignments, account management direction, and strategy development

Regularly review sales pipeline and ensure pipeline hygiene

Identify individual team member growth or challenge areas and align the necessary training, coaching, or HR processes to address them

Create and deliver account-specific agreements with C-level executives that identify customers’ satisfaction goals, implementation, and adoption timelines.

Incorporate these goals into Account Plans and review progress against these goals with Account Managers

Advocate Customers’ interests in tactical and strategic meetings with all Cornerstone internal stakeholders including the creation of surveys to measure customer success across Cornerstone's cross-functional areas

Conduct C-level (in progress and post-implementation) executive briefings.

Participate in the establishment of clear and measurable goals for the Account Management team.

Coach and mentor the team to help them achieve their goals through the Cornerstone sales methodology

Lead by example in sharing sales strategy to close large revenue deals. Rigorously adhere to best practices in business and sales planning and execution as a doer and a mentor. Instill trust and loyalty.

Exemplify and embody Cornerstone’s core values and culture through leadership.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Sales strategy developmentAccount managementConsultative sellingSales forecastingCustomer retentionPerformance managementCornerstone productsEnterprise Applications SoftwareCustomer satisfaction measurementCoachingHigh energy personalityTeam culture developmentBusiness planningStakeholder influenceSales methodologiesPerformance solutionsMentoring

Required

Experience with managing a team of the quota-carrying sales team.

A proven track record of driving and sustaining year-over-year customer account renewals and incremental growth within your account base

Experience with sales best practices that are scalable and repeatable

A demonstrable, proven history of being a catalyst; demonstrating a high level of adaptability and resourcefulness by succeeding in: changing economic conditions, turning customer issues; and managing competitive challenges around renewals and incremental growth

A proven ability to increase the number of reference accounts, the level of customer retention and reinforce a positive brand for Cornerstone by ensuring that our value is identified and realized

Demonstrated measurable positive results in overall customer satisfaction as reflected in reference accounts, surveys, industry benchmarks, etc.

Demonstrated the ability to, directly and indirectly, influence stakeholders to position customer success as a continuing priority

A proven track record of progressively successful sales in the complex Enterprise Applications Software solutions arena, with demonstrable experience of managing within an account base

Experience in managing client expectations and issues, able to work effectively with other members of the management team and across other functions to enable new business within existing accounts

Demonstrated experience adding value to the sales process through the implementation and application of sales methodologies and best practices

Experience in developing a team of high performers with varying sales and customer success skillsets, including the ability to properly coach and mentor with measurable success in increasing individual and team revenue, and employee growth

Have a highly professional persona and polished demeanor

Have a high energy personality, high values, integrity, passion, accountability, teamwork, and innovation

Leadership approach of listening, coaching, guiding, and providing an opportunity for the team and individual achievement

3+ years of sales and/or account management experiences

1+ years of team leadership experience

BS/BA in Business or technology preferred, or equivalent work experience

Preferred

Experience with the Cornerstone suite of products, including Cornerstone, Saba Cloud, SumTotal, EdCast, TalentLink, TalentSpace

An understanding of learning, performance, and talent solutions, and familiarity with the industry.

Company

Cornerstone OnDemand

Glassdoor

3.7

Cornerstone OnDemand offers talent management software that helps organizations in recruiting, training, and managing their people.

Founded in 1999

Santa Monica, California, USA

1001-5000 employees

http://www.cornerstoneondemand.com

H1B Sponsorship

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2020 (51)