PiP is searching for a Sales Manager, Library Tech, on behalf of our client, provider of award-winning digital products allowing access to leading archives and libraries around the world.  The role is remote, located in the US. This is an individual-contributor role.

Reports to: Senior Sales Manager, North American Sales 

Job Purpose: To sell the platform into North American libraries, archives and museums.   

Proactively identify sales opportunities and contact prospective customers, manage long-term sales cycle and negotiate with buyers.  Support administrators, end-users, and faculty experts by conducting product demonstrations. 

Main Duties: 

New business opportunities 

  • Research new and existing markets and identify prospective customers. 
  • Familiarize yourself with competitor platforms and their use. 
  • Explore the company’s sales and licensing leads, in consultation with other members of the team, to develop a list of priority sales targets. 
  • Conduct effective cold-call and email campaigns to introduce the platform. 
  • Secure new customer accounts and close sales within specified territory. 
  • Contact new and existing customers to arrange consultative sales visits. 

Business Development 

  • Travel to Universities and Institutions throughout the US to build relationships with existing clients as well as establishing relationships with new ones.  The amount of travel will be around 15+ weeks of the year to fit with sales cycles and targets. 
  • Use a variety of sales and presentation techniques such as PowerPoint and live site demonstrations to support library visits. 
  • Increase turnover and customer base by meeting or exceeding monthly, quarterly and annual targets. 
  • Maintain advanced product knowledge and keep informed about current industry trends. 
  • Conduct regular territory planning, forecasting and effective management of opportunities. 
  • Meet or exceed weekly contact goals through emails, phone calls, or appointments. Meet or exceed monthly goals for appointments (in-person or online) and new opportunities. 

After sales/team support 

  • Provide detailed feedback where relevant, to the Head of Platform Services and work with Head of Technical on platform on performance and enhancements 
  • Work with Head of Platform Services and Sales/Customer Support Assistants to resolve any client issues that arise 
  • Ensure new contacts are added onto the CRM database 
  • Update entries on the CRM system and work with Sales/Customer Support Assistants to ensure CRM information is accurate 

Additional Duties 

  • Participate in industry conferences. 

Professional Experience and Skills 

  • Experience with software sales or subscription-based products with complex sales cycles 
  • Ability to provide product-related support to customers and end users 
  • Strong stakeholder management skills 
  • Ability to work towards and deliver commercial targets 
  • Demonstrated success performing in a team-based setting 
  • Previous experience working remotely a plus 
  • Excellent communication skills: verbal and written proficiency are central to the success of this role 
  • Excited to join team supporting a fast-growing technology 

Values 

  • Be Bold- We maintain our entrepreneurial spirit, keeping a sense of agility and curiosity in all we do. 
  • Be Distinctive- We think differently and celebrate the individual. We bring quality, passion, and fun to our work. 
  • Be Honest- We act with integrity to our partners and customers. We are forthright with each other to ensure we continually improve.  
  • Be Accountable- We take responsibility for delivering results and support one another to succeed. 

Competencies: 

  • Making Effective Decisions 
  • Commercial Awareness 
  • Communicating Effectively 
  • Building and Managing Relationships 
  • Planning and Organizing 
  • Accountability 
Job Category: Sales
Market: Library
Location: Remote
Type: External

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