Software Sales Executive - Public Library Software

About the role

Employs team selling, collaborating with Clarivate Academic and Government Account Managers on opportunities in territory (US/Canada) to prospect/generate leads, qualify and scope opportunities, make sales presentations and close deals.

Influences and motivates others in a matrixed sales organization (including indirect reports to the Product Sales Manager) to support and drive towards shared goals.

Focuses on new business as part of expanding the Ex Libris/Clarivate teaching and learning software product portfolio with primary emphasis on our Alethea solution.

Leads RFP coordination and development as needed; collaborates with RFP team, solutions consultant and product management teams to ensure alignment of solutions with prospect/client goals and objectives.

Maintains awareness of all proposals and leads discussion with client as needed.

Fosters client satisfaction and ensures that issues are resolved, working with colleagues in customer support and customer success as relevant.

Act as a representative and present at various industry conferences and events.

Partner with field and product marketing on demand generation campaigns and lead management from conferences and events.

Develops and maintains in-depth knowledge of Ex Libris/Clarivate higher-education software solutions.

Responsibilities

• Generates new leads through prospecting and networking, including cold calling.
• Addresses workflow challenges, align product benefits to specific needs, highlight competitive advantages, define commercial terms, and coordinate technical follow-ups to ensure successful deal closures.
• Assesses the sales process and engages executive leadership when needed.
• Collaborates with Clarivate Academic and Government Account Managers on opportunities in territory (US/Canada).
• Leads RFP coordination and development as needed.
• Maintains awareness of all proposals and leads discussion with client as needed.
• Fosters client satisfaction and ensures that issues are resolved, working with colleagues in customer support and customer success as relevant.
• Partners with field and product marketing on demand generation campaigns and lead management from conferences and events.
• Develops and maintains in-depth knowledge of Ex Libris/Clarivate higher-education software solutions.

Requirements

• Bachelor’s Degree or equivalent relevant work experience
• 5+ years of relevant experience with 3 or more years of sales experience as an individual contributor in selling Software as a Service (SaaS) applications into a major vertical
• Knowledge of enterprise sales and qualification methodologies such as MEDDPICC, Challenger, SPIN, Solution, etc.
• Proven sales track record with deal sizes $25k-$250k
• Excellent negotiation, verbal, written communication and presentation skills, executive presence
• Proficiency in Salesforce, Microsoft Office Suite (especially with PowerPoint)

Qualifications

• Strong interpersonal skills
• Ability to connect with a diverse range of stakeholders, from executive leadership to operational staff across various academic departments

Skills

• Business development expertise
• Utilizing industry networks
• Internal account managers
• Solution consultants
• Renewals teams
• Field/Product marketing teams

Benefits

Compensation - US Only

The expected base salary for this position is $88,000 - $100,000 USD per year.

This role is eligible for (incentive or bonus) earnings.

Individual pay is based upon experience, education, skill and ability, expertise, and relevant factors.

Schedule

Hours of Work

This position requires weekday (Monday - Friday) attendance with scheduling flexibility available around core working hours.

Some weekend attendance is required, typically for travel and industry/trade events.

Frequent domestic travel is required (estimated at around 50%).