The Manager of Account Management will be part of the Account Management leadership team and be responsible for managing a condensed book of Mid-Market and Enterprise accounts and a group of Account Managers in North America, focusing on retaining and developing incremental business opportunities within our existing client base.This role will include developing and coaching Account Managers with sales strategy and tactics while leading the sales efforts required to meet or exceed Company goals in relation to retaining and developing our business within our existing client base.In this role, you will…
Be evaluated and success will be measured across the following pillars:
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
You’ve got what it takes if you have…
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
Extra Dose of Awesomeness if you have…
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.
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 careers@csod.com
