[Hiring] Strategic Account Director @OCLC

Role Description

The Director, Strategic Account Sales is responsible for developing and leading sales strategy, planning, forecasting, and sales execution for large US customer accounts with long term revenue potential. The establishment and maintenance of strong relationships with key account decision makers which lead to significant market penetration is a major focus of this role.

• Develops the overall account strategy for assigned territory and executes sales strategies to achieve business plan/revenue goals.
• Develops strong relationships with key senior level customer contacts.
• Broadens and deepens existing customer relationships to gain strategic positioning as well as retain existing revenue and attain additional business.
• Works in close coordination with product management, sales, marketing, and finance to achieve sales goals and grow the customer base.
• Negotiates and closes new sales opportunities with long-term revenue potential.
• Provides input to top management about trends and changes taking place in the marketplace, and makes recommendations about future courses of action needed to improve OCLC’s position with its customer base.

Qualifications

• Bachelors degree in Business, Marketing/Sales.
• 7 to 10 years sales experience working with large key customer accounts.
• Strong leadership, communication and negotiation skills.
• Strong relationship management skills: conflict management, collaboration, communication.
• Strategic vision, ability to look forward, set standards that stretch organizational abilities and results.
• Ability to build consensus and support for new directions.

Requirements

• Masters degree (desired).
• Previous sales experience in library, information management, publishing, technology or other technical solutions-based business-to-business environments (desired).

Compensation

• Pay Range: $97,000 — $118,000 per year.
• This position is eligible for an incentive-based sales compensation plan tied directly to goals and metrics.

Benefits

• Medical, dental, and vision insurance options, alongside employee spending accounts.
• Retirement saving plans with a company matching contribution.
• Paid time off and observed company holidays.
• Life insurance, short-term disability, and long-term disability coverage.
• Other corporate programs, discounts, and wellness resources as applicable to employees.