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The Cornerstone Hybrid Account Manager is responsible for fostering the overall relationship between Cornerstone and a book of Federal, Aerospace and Defense clients. By maintaining a strong relationship, the Hybrid Account Manager ensures high levels of client satisfaction and leverages a deep understanding of each client’s business needs to ensure they receive the most value from Cornerstone’s technology. The role requires driving adoption, ensuring healthy usage levels, identifying growth opportunities, and demonstrating sustainable value from the customer’s Cornerstone solution to lead to renewals and continuing relations. This is a hybrid role that combines new business development with account management and involves close collaboration with Sales leadership, Customer Excellence, Customer Engagement, and Customer Support teams as the key business contact for the client.

• Expand the use of Cornerstone’s solutions within new areas of the business.
• Expand the breadth of Cornerstone’s footprint to include additional products and capabilities.
• Create a talent management strategy for or with your customers.
• Identify services opportunities as needed.
• Drive renewals for your assigned book of accounts.
• Drive customer satisfaction and referenceability.
• Actively take ownership of the client accounts to ensure there is a clear communication plan with key people in the account.
• Drive and grow relationships both horizontally and vertically within the account.
• Develop and oversee strategies to expand the use of CSOD software solutions for learning, performance, talent management, talent acquisition and content within the customers’ business or subsidiaries.
• Develop a cadence of customer interaction to assess customer needs, determine system requirements, solution utilization and ensure overall account health.
• Lead discovery and solution workshops; deliver technical presentations to position CSOD solutions to customers and prospective customers.
• Partner with clients to build strategic plans for talent management, and develop, present, or respond to proposals for specific customer requirements and customization of software solutions.
• Guide and advise customers on how they can benefit from the use of new software solutions and services.
• Map and build account plans, manage forecasts for opportunities identified and for annual renewal pipeline.
• Meet with business stakeholders to address business opportunities, issues and questions balancing customer needs and CSOD’s business needs.
• Coordinate with and provide direction to various members of cross‑functional teams to ensure focus and delivery of services and solutions.
• Uncover opportunities for increased customer base growth and potential adoption of other services.
• Build knowledge of customer business needs and recommend software offerings aligned to business needs for the customer’s long-term success and further adoption of CSOD services as appropriate.
• Access, analyze, and present customer reports to draw conclusions and provide recommendations.

• Experience in an account management capacity and a desire to take each assigned account to the next level.
• Strong communication and relationship building skills and the ability to work independently within each account while knowing when to bring in team members for support.
• An understanding of account management and software sales, ideally on the applications side, and the ability to develop an understanding of Cornerstone’s software solutions quickly.
• Previous experience developing opportunities and a passion for fostering customer satisfaction and helping them reach their goals.
• Proven ability to deliver a high degree of customer satisfaction through effective reactive and proactive engagement.
• Highly committed individual with a background in account management, a strong, influential team player capable of building good relationships across all functions.
• Passionate about the needs of the customer with a strong interest in helping customers succeed while protecting Cornerstone’s interests.
• Flexibility, integrity and creative problem‑solving skills.
• Excellent oral and written communication skills in English and any other required language.
• Strong discovery skills and a consultative approach to both prescript and recommend a talent management strategy to your clients.
• Excellent follow‑up skills with great attention to detail.
• The ability to manage several priorities and work well under pressure.
• Proven ability to collaborate and build strong relationships with customers, especially at the Executive level and into new departments.
• Proven ability to align across Cornerstone’s corporate functions.
• Some travel will be required depending on the assigned book of accounts.
• Demonstrated commitment to valuing diversity and contributing to an inclusive working and learning environment.
• The ability to listen to the customer, understand what they need, find solutions that will help them and to drive long term relationships with the customer and Cornerstone, is critical.
• Consideration for privacy and security obligations.
• Extra Dose of Awesomeness if you have an understanding of learning, performance and talent solutions, and familiarity with the industry.