As a Solutions Strategist at OCLC, your primary duties will involve delivering product and service presentations, driving technical discussions, and providing guidance to prospects. You'll play a pivotal role in the field sales team, developing tailored strategies, building strong technical relationships, and communicating enhancement requirements to the product team. Additionally, you'll travel to prospective institutions to conduct demonstrations and represent OCLC at trade shows, ensuring our products meet the evolving needs of libraries.

To qualify for the Solutions Strategist role at OCLC, you should have a Bachelor’s degree in marketing, sales, library sciences, or similar fields. Candidates must also possess at least three years of relevant experience, either in sales support for library systems or in a management position within technical services of a library. A solid understanding of programming or scripting languages used for our products and excellent communication skills are essential.

The Solutions Strategist role at OCLC requires approximately 50% travel within North America. You will be visiting prospective libraries and engaging in industry trade shows, which is an excellent way to connect with potential clients while showcasing OCLC's innovative solutions. Your travel will allow you to build strong relationships and gain firsthand insights into the needs of the institutions you serve.

The Solutions Strategist at OCLC is integral to the sales process, acting as the expert on assigned products and services. You'll work closely with the sales team, providing technical insights and strategic direction while assisting during critical final stages of the sales cycle, including RFP and RFI responses. Your expertise will elevate the sales efforts and ensure we meet our prospects' requirements successfully.

A typical day as a Solutions Strategist at OCLC may involve planning and preparing for upcoming presentations, collaborating with the product team on enhancements, and traveling to meet with clients. You may spend part of your day researching and strategizing potential solutions for customers while also reviewing feedback learned from sales interactions. Networking at industry trade shows and engaging directly with library professionals will also be integral to your role.

When developing a technical sales strategy, I start by thoroughly understanding the needs of the prospect and aligning those with our product capabilities. Collaboration with the sales team is crucial as it ensures that we harness the collective knowledge and strengths. I also consider the competitive landscape to highlight our unique offerings effectively.

I once worked with a library that was hesitant to switch their systems. By tailoring a presentation that addressed their specific challenges, showcasing our product's advantages through a hands-on demonstration, and providing case studies of similar successful transitions, I was able to earn their trust and influence their decision towards choosing our solution.

I use a combination of storytelling and visual aids to make technical information relatable and understandable. Simplifying complex ideas and focussing on how our solutions directly address the client's issues ensures that the audience remains engaged and fully grasps the benefits.

I believe strong customer relationships are built on consistent communication and follow-ups. In my previous roles, I ensured regular check-ins and provided ongoing support post-purchase to nurture relationships. This strategy not only fostered trust but also opened up opportunities for future sales.

I actively take part in webinars, read industry publications, and attend conferences when possible. Networking with other professionals in library sciences and tech is also valuable, as it allows for sharing insights and learning about cut-edge developments directly affecting our market.

I research the specific needs and pain points of the audience before preparing a demonstration. Creating a structured flow that articulates the value proposition clearly, while allowing room for audience interaction or questions, enhances engagement and effectiveness during the demo.

Yes, I encountered skepticism from clients regarding the capabilities of our product. By providing hands-on trials, extensive data, and case studies to back claims, I turned skeptics into advocates. It reinforced the importance of transparency and backed-up promises.

I view objections as opportunities for dialogue. I listen carefully to the client's concerns, ask probing questions to understand their reservations, and then address those issues with clear, factual responses, while always tying back to how our solutions meet their needs.

Identifying innovative configurations requires understanding both our product capabilities and the client's unique challenges. I analyze their workflows, gather user feedback, and explore combinations of existing features that could yield improved results or efficiency.

I am drawn to OCLC’s mission of making information accessible to all and the way you prioritize work-life balance. The opportunity to leverage my technical skills and passion for libraries in a role that fosters meaningful connections aligns perfectly with my career goals and personal values.