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Regional Sales Manager, New Business
Cornerstone OnDemand
Abu Dhabi, UAE
Full Time
Manager
Field
6 days ago
Enterprise SalesConsultative SellingNew Business DevelopmentPipeline ManagementProof of ConceptSaaS
Free
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Enterprise SalesConsultative SellingNew Business Development
About the Role
Cornerstone OnDemand seeks a Regional Sales Manager, New Business to drive net-new logo acquisition in the UAE. This consultative, technically-embedded sales role involves full-cycle sales execution, prospecting, and partnership with solutions engineering.
Key Skills for This Role
Enterprise SalesConsultative SellingNew Business DevelopmentPipeline ManagementProof of ConceptSaaS
Responsibilities
- Gain a deep understanding of a prospect's actual workflows and data before proposing an outcome oriented solution
- Partner with a technical counterpart early in the cycle to prototype or configure a working proof of concept against the prospect's real use case
- Treat the sales cycle as a joint scoping exercise with the prospect's own stakeholders
- Feed field learnings back to Product and Solutions Engineering to highlight patterns across prospects
- Own the handoff so that what Solutions Engineering/Implementation inherits is a well scoped, de risked project
- Identify, prospect, and qualify new enterprise level opportunities within an assigned territory or vertical
- Build and manage a pipeline of net new logos from self sourced outbound efforts and marketing generated leads
- Research target accounts to understand their current landscape and likely pain points
- Evangelize new use cases and approaches for skills intelligence within large target organizations that aren't yet Cornerstone customers
- Own the complete sales cycle end to end: prospecting, discovery, solution positioning, demo, proposal, negotiation, and close
Requirements
- Strong enterprise sales and complex deal leadership experience
- Strong outbound prospecting, discovery, and closing skills; comfort building pipeline largely from scratch
- Experience selling to and presenting in front of VP and C level executives at organizations with no prior relationship to the company
- Comfortable operating in a consultative, technically embedded sales motion
- Willingness to travel (typically 25–30%, primarily for prospect meetings, discovery workshops, and closing activity)
- Ability to connect AI capabilities with business priorities and measurable value
- Credibility with senior customer stakeholders
- Strong knowledge of Cornerstone’s platform, skills strategy and AI portfolio
- Ability to lead virtual teams without direct authority
- Comfortable working across sales, product, services and customer success
Full Job Posting
Role Summary
- This is a pure net new business role: the mandate is to bring in new logos within an assigned territory or vertical.
- Success is measured on new bookings — pipeline generated, opportunities created, and deals closed with organizations that are not currently Cornerstone customers.
- The sales motion is two fold: consultative, technically embedded selling and traditional SaaS sales motion.
Key Responsibilities
- Consultative Discovery & Technical Partnership: Gain a deep understanding of a prospect's actual workflows and data before proposing an outcome oriented solution.
- Partner with a technical counterpart early in the cycle to prototype or configure a working proof of concept against the prospect's real use case.
- Treat the sales cycle as a joint scoping exercise with the prospect's own stakeholders: co develop the solution design with their HR/IT team.
- Feed field learnings back to Product and Solutions Engineering to highlight patterns across prospects.
- Own the handoff so that what Solutions Engineering/Implementation inherits is a well scoped, de risked project.
- New Business Development & Prospecting: Identify, prospect, and qualify new enterprise level opportunities within an assigned territory or vertical.
- Build and manage a pipeline of net new logos from self sourced outbound efforts and marketing generated leads.
- Research target accounts to understand their current landscape and likely pain points.
- Evangelize new use cases and approaches for skills intelligence within large target organizations that aren't yet Cornerstone customers.
- Full Cycle Sales Execution: Own the complete sales cycle end to end: prospecting, discovery, solution positioning, demo, proposal, negotiation, and close.
- Translate product functionality into concrete business value for HR and business stakeholders.
- Take a consultative approach to diagnosing a prospect's talent strategy and proposing a tailored solution.
Profile
- Strong enterprise sales and complex deal leadership experience.
- Strong outbound prospecting, discovery, and closing skills; comfort building pipeline largely from scratch.
- Experience selling to and presenting in front of VP and C level executives at organizations with no prior relationship to the company.
- A 'figure it out together' mindset.
- Comfortable operating in a consultative, technically embedded sales motion.
- Willingness to travel (typically 25–30%, primarily for prospect meetings, discovery workshops, and closing activity).
- Ability to connect AI capabilities with business priorities and measurable value.
- Credibility with senior customer stakeholders.
- Strong knowledge of Cornerstone’s platform, skills strategy and AI portfolio.
- Ability to lead virtual teams without direct authority.
- Comfortable working across sales, product, services and customer success.
Who We Are
- Cornerstone powers the potential of organizations and their people to thrive in a changing world.
- Cornerstone Galaxy, the complete AI powered workforce agility platform, meets organizations where they are.
- More than 7,000 organizations and 100 million+ users in 180+ countries and in nearly 50 languages use Cornerstone Galaxy.
Total Rewards
- Equitable pay, market driven research, and skill based appraisals.
- Compensation package may include annual bonuses, short and program specific awards, and comprehensive benefit offering.
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