pThis role is REMOTE in MILAN 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 firstly, it draws on a consultative, technically-embedded selling style and works shoulder-to-shoulder with counterparts to scope, prototype, and de-risk the solution during the sales cycle itself, and secondly, a more traditional SaaS sales motion. The goal is to walk into a signed deal with a working proof-of-concept and a shared understanding of scope. /ph3Consultative Discovery Technical Partnership /h3ulliGain a deep understanding of a prospect's actual workflows and data before proposing a outcome orientated solution /liliPartner with a technical counterpart early in the cycle to prototype or configure a working proof-of-concept against the prospect's real use case /liliTreat the sales cycle as a joint scoping exercise with the prospect's own stakeholders: co-develop the solution design with their HR/IT team so that what gets sold is what actually gets built /liliFeed field learnings back to Product and Solutions Engineering to highlight patterns across prospects about what's missing, what's confusing, or what unlocks a deal /liliBring a "builder" mindset to the sales process /liliOwn the handoff so that what Solutions Engineering/Implementation inherits is a well-scoped,



de-risked project /li /ulh3New Business Development Prospecting /h3ulliProspect and qualify new enterprise-level opportunities within an assigned territory or vertical /liliBuild and manage a pipeline of net-new logos from self-sourced outbound efforts and marketing-generated leads /liliResearch target accounts to understand their current landscape and likely pain points /liliEvangelize new use cases and approaches for skills intelligence within large target organizations that aren't yet Cornerstone customers /li /ulh3Full-Cycle Sales Execution /h3ulliOwn the complete sales cycle end-to-end: prospecting, discovery, solution positioning, demo, proposal, negotiation, and close /liliTranslate product functionality into concrete business value for HR and business stakeholders who are evaluating Cornerstone for the first time /liliTake a consultative approach to diagnosing a prospect's talent strategy and proposing a tailored solution,



not just selling against a feature list /liliConsistently meet or exceed new-business quota and revenue targets /li /ulh3Deal Support Technical Handoff /h3ulliPartner with Solutions Consulting / embedded technical resources from first discovery call through close /liliEnsure the proof-of-concept or prototype built during the sales cycle carries forward directly into implementation, minimizing rework and re-scoping post-signature /liliCollaborate with legal and deal desk to structure and finalize new-customer agreements /liliStay engaged through early implementation kickoff to confirm what was scoped in the sales cycle matches what gets delivered /li /ulh3You’ve got what it takes if you have... /h3ulliStrong enterprise sales and complex deal leadership experience. /liliStrong outbound prospecting, discovery, and closing skills; comfort building pipeline largely from scratch /liliExperience selling to and presenting in front of VP- and C-level executives at organizations with no prior relationship to the company /liliA "figure it out together" mindset /liliComfortable operating in a consultative, technically-embedded sales motion — able to sit in on solution scoping and configuration sessions alongside a technical partner and speak credibly about how the product would actually be built and deployed, not just what it does /liliWillingness to travel (typically 25–30%, primarily for prospect meetings, discovery workshops, and closing activity) /liliAbility to connect AI capabilities with business priorities and measurable value. /liliCredibility with senior customer stakeholders. /liliStrong knowledge of Cornerstone’s platform, skills strategy and AI portfolio. /liliAbility to lead virtual teams without direct authority. /liliComfortable working across sales, product, services and customer success. /li /ul #J-18808-Ljbffr

📌 Regional Sales Manager (Italia)
🏢 EdCast
📍 Italia