Cornerstone OnDemand
Manager, Account Management
Cornerstone OnDemand, Little Ferry, New Jersey, us, 07643
We're looking for a
Manager, Account Management
This role is
Remote
The Manager of Account Management will be part of the Account Management leadership team and be responsible for managing a group of Account Managers in North America, focusing on retaining and developing incremental business opportunities within our existing client base. This role will report to the VP of Account Management for the Americas.
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 reportsSales Best Practices (execution excellence)Bookings quota attainment and Renewals/Retention and Incremental Growth quota attainmentDriving a performance-oriented environment by fostering employee satisfaction and creating a team culture of continuous improvement in alignment with Cornerstone’s core valuesResponsible managing a team of Account ManagersContinuously improve Account Management fluency with Cornerstone’s solutions selling methodology and value-based selling principles to enable us to develop business within our existing client baseCoach 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 methodologyEnsure 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 goalsDevelop Business Plans that optimize execution and resources, including a requirement to work closely with other parts of the business to ensure smooth solutions are deliveredEnsure the alignment of Corporate Goals, Corporate Sales Goals, Area/Vertical Goals with your team’s Account Management GoalsManage to Financial Target Objectives: meeting or exceeding revenue and renewal attainment to quota; ensuring forecasts are metWork with the Account Management senior leadership team on revenue, account assignments, account management direction, and strategy developmentRegularly review sales pipeline and ensure pipeline hygieneIdentify individual team member growth or challenge areas and align the necessary training, coaching, or HR processes to address themCreate 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 ManagersAdvocate 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 areasConduct 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 methodologyLead 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 baseExperience with sales best practices that are scalable and repeatableA 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 growthA 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 realizedDemonstrated 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 priorityA proven track record of progressively successful sales in the complex HR Applications Software solutions arena, with demonstrable experience of managing within an account baseExperience 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 accountsDemonstrated experience adding value to the sales process through the implementation and application of sales methodologies and best practicesExperience 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 growthHave a highly professional persona and polished demeanorHave a high energy personality, high values, integrity, passion, accountability, teamwork, and innovationLeadership approach of listening, coaching, guiding, and providing an opportunity for the team and individual achievement3+ years of sales and/or account management experiences1+ years of team leadership experienceBS/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, TalentSpaceAn understanding of learning, performance, and talent solutions, and familiarity with the industry.
Total Rewards
At Cornerstone, our transparent total rewards program is based on three core tenets: equitable pay, market dynamic research, and skill-based appraisal.
The base salary range for this position is: $88500 - $141600 USD
In addition to competitive base pay, the compensation package for this role may include other incentives like bonus or commission, along with a generous benefits package. Additional base pay may be available if you reside in a high-cost metro area (New York City or San Francisco Bay Area).
This range reflects the minimum and maximum salary for this position. Where an individual’s pay falls within the range is determined by factors including, but not limited to, job-related skills, experience, and relevant education or training.
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 100 million+ people in 180+ countries and in nearly 50 languages.
Cornerstone takes special care to ensure the security and privacy of the data of its users.
Check us out on LinkedIn , Comparably , Glassdoor , and Facebook !
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, religion, color, gender, sex, age, sexual orientation, gender identity, 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 .
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Manager, Account Management
This role is
Remote
The Manager of Account Management will be part of the Account Management leadership team and be responsible for managing a group of Account Managers in North America, focusing on retaining and developing incremental business opportunities within our existing client base. This role will report to the VP of Account Management for the Americas.
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 reportsSales Best Practices (execution excellence)Bookings quota attainment and Renewals/Retention and Incremental Growth quota attainmentDriving a performance-oriented environment by fostering employee satisfaction and creating a team culture of continuous improvement in alignment with Cornerstone’s core valuesResponsible managing a team of Account ManagersContinuously improve Account Management fluency with Cornerstone’s solutions selling methodology and value-based selling principles to enable us to develop business within our existing client baseCoach 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 methodologyEnsure 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 goalsDevelop Business Plans that optimize execution and resources, including a requirement to work closely with other parts of the business to ensure smooth solutions are deliveredEnsure the alignment of Corporate Goals, Corporate Sales Goals, Area/Vertical Goals with your team’s Account Management GoalsManage to Financial Target Objectives: meeting or exceeding revenue and renewal attainment to quota; ensuring forecasts are metWork with the Account Management senior leadership team on revenue, account assignments, account management direction, and strategy developmentRegularly review sales pipeline and ensure pipeline hygieneIdentify individual team member growth or challenge areas and align the necessary training, coaching, or HR processes to address themCreate 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 ManagersAdvocate 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 areasConduct 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 methodologyLead 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 baseExperience with sales best practices that are scalable and repeatableA 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 growthA 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 realizedDemonstrated 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 priorityA proven track record of progressively successful sales in the complex HR Applications Software solutions arena, with demonstrable experience of managing within an account baseExperience 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 accountsDemonstrated experience adding value to the sales process through the implementation and application of sales methodologies and best practicesExperience 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 growthHave a highly professional persona and polished demeanorHave a high energy personality, high values, integrity, passion, accountability, teamwork, and innovationLeadership approach of listening, coaching, guiding, and providing an opportunity for the team and individual achievement3+ years of sales and/or account management experiences1+ years of team leadership experienceBS/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, TalentSpaceAn understanding of learning, performance, and talent solutions, and familiarity with the industry.
Total Rewards
At Cornerstone, our transparent total rewards program is based on three core tenets: equitable pay, market dynamic research, and skill-based appraisal.
The base salary range for this position is: $88500 - $141600 USD
In addition to competitive base pay, the compensation package for this role may include other incentives like bonus or commission, along with a generous benefits package. Additional base pay may be available if you reside in a high-cost metro area (New York City or San Francisco Bay Area).
This range reflects the minimum and maximum salary for this position. Where an individual’s pay falls within the range is determined by factors including, but not limited to, job-related skills, experience, and relevant education or training.
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 100 million+ people in 180+ countries and in nearly 50 languages.
Cornerstone takes special care to ensure the security and privacy of the data of its users.
Check us out on LinkedIn , Comparably , Glassdoor , and Facebook !
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, religion, color, gender, sex, age, sexual orientation, gender identity, 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 .
#J-18808-Ljbffr