Public Library Services Consultant – Central Region

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive business growth, manage renewals, enhance retention, and expand accounts for OCLC products and services within a designated public library territory in the United States.

• Take ownership of the complete sales process, which includes territory planning, prospecting, discovery, solution development, proposal preparation, negotiation, contracting, renewals, and account expansion.

• Create and implement territory, account, and opportunity strategies.

• Build and sustain a robust sales pipeline using Salesforce.

• Keep accurate records of opportunities, activities, account plans, and forecasts.

• Supply sales forecasts, pipeline updates, and market insights to sales leadership.

• Proactively handle member renewals and pinpoint growth opportunities.

• Conduct consultative discovery with leaders and staff of public libraries.

• Align OCLC's library technology and cooperative services with the goals of customers.

• Acquire a working understanding of public library solutions, which includes library services platforms, discovery tools, metadata, cataloging, resource sharing, interlibrary loan, and digital collections.

• Provide virtual and onsite presentations, solution demonstrations, and engage in executive or board-level discussions.

• Collaborate with teams in product management, solution consulting, implementation, customer success, legal, finance, marketing, and leadership.

• Build and nurture relationships with library directors, executives, IT leaders, technical services and collections staff, public services personnel, procurement contacts, and other stakeholders.

• Act as a strategic partner for assigned libraries.

• Identify customer concerns, risks related to renewals, implementation challenges, and service-related issues.

• Discover opportunities to enhance customer utilization of OCLC products and services.

• Represent OCLC at library conferences, association meetings, regional events, customer visits, and industry activities.

• Keep abreast of trends in public libraries and advancements in technology modernization.

• Collect and communicate customer feedback, market requirements, win/loss data, and competitive insights.

• Advocate for OCLC's mission and member-focused value proposition.

⛳️ Requirements

• Bachelor's degree or an equivalent combination of education, training, and relevant experience.

• At least five years of successful consultative sales experience in selling technology, software, services, or complex solutions to libraries.

• Proven experience in managing both new business development and renewals.

• A strong track record of meeting or exceeding sales goals, building and managing pipelines, navigating complex sales opportunities, and providing accurate forecasts.

• Comprehensive understanding of public library operations, organizational structures, funding and budgeting cycles, purchasing processes, and key stakeholder roles.

• Demonstrated ability to conduct customer discovery, formulate value-based recommendations, and articulate the benefits of complex technology and service solutions.

• Exceptional presentation, writing, negotiation, relationship-building, and interpersonal communication skills.

• Strong organizational skills, prioritization abilities, territory management, and follow-through capabilities.

• Proficiency in Salesforce or similar CRM systems.

• Willingness and ability to travel within the assigned territory, including overnight travel, approximately 30–50 percent of the time.

• Working knowledge of artificial intelligence (AI) tools and emerging capabilities in AI.

• Ability to utilize AI responsibly and in accordance with organizational policies.

• Preferably, direct experience with selling an integrated library system (ILS) and discovery services.

🏝️ Benefits

• Competitive compensation.

• Best-in-class health coverage.

• Retirement plans with generous contributions from the company.

• Tuition reimbursement.

• Eligibility for Public Service Loan Forgiveness.

• Paid parental leave.

• Adoption assistance.

• Fitness facility reimbursement benefit.

• Options for medical, dental, and vision insurance.

• Employee spending accounts.

• Retirement savings plans with company matching contributions.

• Paid time off (PTO).

• Observed company holidays.

• Life insurance.

• Short-term disability coverage.

• Long-term disability coverage.

• Corporate programs and discounts.

• Wellness resources.

• Incentive-based sales compensation plan directly linked to goals and metrics.