Library Services Consultant – Analytic Services

4 weeks ago

Dublin, Ohio, United States OCLC, Inc. Full time
You have a life. We like that about you.

At OCLC, we believe you'll do the best work of your life when you're living the best life possible.

We work hard to build the technology that connects thousands of today's libraries. But we also work hard to make a job at OCLC a meaningful part of a balanced life- not a substitute for one.

Technology with a Purpose. OCLC supports thousands of libraries in making information more accessible and more useful to people around the world. OCLC provides shared technology services, original research and community programs that help libraries meet the ever-evolving needs of their users, institutions, and communities. With office locations around the globe, OCLC employees are dedicated to offering premier services and software to help libraries.

The Job Details are as follows:

The Library Services Consultant is responsible for developing and leading sales strategy, planning, forecasting, and sales execution for OCLC products and services to assigned prospective and existing members. This includes individual institution accounts, assigned groups, and special libraries within an assigned geographic territory. Additionally, the Library Services Consultant will participate in team selling as needed to achieve success. The primary focus is achieving, and surpassing sales goals established for each fiscal year by account and/or product. Responsible for the relationship with the member from initial contact through the development of the member for long-term mutual benefit to the member and OCLC. Responsible for field sales and will work in close coordination with other sales team members, product management, marketing, research, and finance to achieve sales goals and grow the revenues for decision support products.

Responsibilities

  • Achieve, or exceed, agreed-upon sales targets and outcomes within assigned territory.
  • Develop and execute a territory plan to exceed organizational expectations.
  • Present, promote, and sell decision support services, specifically GreenGlass and Choreo Insights, and create solution demand from existing and prospective members.
  • Perform cost-benefit and needs analysis of existing/potential members to meet their needs.
  • Establish, develop, and maintain positive business and member relationships.
  • Responsible for in-depth knowledge of the library landscape and applications of services, product line potential, and customers of the library or group (end-users).
  • Communicate results and findings from sales calls, conferences, and meetings through established reporting mechanisms to contribute to market research and product development.
  • Performs related and/or additional position responsibilities as required.

Qualifications

  • Highly motivated and target-driven with a proven track record in sales.
  • The position requires at least 5 years of direct field sales experience in academic libraries and consortia.
  • Excellent public speaking, writing, interpersonal, and relationship-building skills are a must.
  • Ability to manage complex sales cycles.
  • Excellent working knowledge of MS Office and Salesforce.
  • Due to the nature of this position extensive travel is required (i.e., % of the time).
  • MLS with experience in the information industry, collection management, or metadata management is a plus.

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