Stacks Sales Manager

EBSCO Information Services (EIS) provides a complete and optimized research solution comprised of e-journals, e-books, and research databases - all combined with the most powerful discovery service to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EIS employs more than 2,700 people worldwide, most now working hybrid or remotely. We are the leader in our field due to our cutting-edge technology, forward-thinking philosophy, and outstanding team. EIS is a company that will motivate you, inspire you, and allow you to grow. Our mission is to transform lives by providing relevant and reliable information when, where, and how people need it. We are looking for bright and creative individuals whose unique differences will allow us to achieve this inclusive mission around the world.

The Stacks Sales Manager will be responsible for overseeing the global Stacks for Libraries business within EIS. The Stacks Sales Manager will manage the Stacks Specialist whose responsibilities include but are not limited to demos of Stacks for Libraries and custom trial creation for qualified prospects. The Stacks Sales Manager will report directly to the VP of Global SaaS Sales.

Responsibilities include:

• Generate strategy for Stacks for Libraries in partnership with EBSCO Sales Management and Stacks PM
• Become the internal Stacks for Libraries champion, ensuring new features and their benefits to libraries are communicated across the Sales organization. Develop in-depth understanding of the competitive market and winning position of Stacks for Libraries
• Support SaaS Directors, Regional Sales, and Stacks Specialist with Stacks for Libraries customers as needed
• Regular reviews with Sales Management of regional Stacks for Libraries pipeline to ensure continuous opportunity growth and provide assistance as needed
• Collaborate across EBSCO organizations supporting Stacks for Libraries which includes but not limited to:
• SaaS Marketing: review existing and creation of new materials to ensure they meet Sales needs, participate in analysis of marketing campaigns, and assist with ideas for impactful campaigns
• Stacks PM: lead regularly scheduled Stacks for Libraries alignment meeting, provide customer feedback and Sales feedback, participate in win/loss analysis and review of ER’s as related to impacts on Stacks for Libraries business
• CustSat: ensure training aligns with existing and prospective customer needs and communicate with training team on new requests for recorded, self serve materials
• Partner with SaaS Trainer to ensure Stacks training materials are reviewed, updated, and created in a regular manner
• Foster relationships with institutions using Stacks for Libraries to develop references
• Handle complex pricing and negotiation of offers with of Stacks for Libraries within Sales and in alignment with Stacks PM
• Assist with positioning of Professional Services offered to new and existing institutions utilizing Stacks for Libraries to meet unique customer needs
• Work directly with SaaS Sales Management, SaaS Directors, and Sales Management on cross sale opportunities involving complementary SaaS Business Lines
• Ability to demonstrate Stacks for Libraries when conflicting obligations arise for Stacks Specialist

Required qualifications:

• 5+ years of SaaS Solution experience including demonstrated history of exceeding sales goals
• Understanding of library technology landscape
• Proven ability to multitask, solution sell, and collaborate across department
• Strong interpersonal and communication skills, written and verbal

Preferred qualifications:

• Prior Content Management System sales experience
• Prior Professional Services sales experience
• Four-year college/university degree

Target Annual Compensation Range: $105,000 - $150,000. This Pay Target range includes a bonus target of 5% of base salary. The actual salary offer will carefully consider a wide range of factors including your skills, qualifications, education, training, and experience, as well as the position’s work location. EBSCO provides a generous benefits program including medical, dental, vision, life and disability insurance, flexible spending accounts, a retirement savings plan, paid parental leave, holidays and paid time off (PTO). View more about EBSCO’s benefits here: https://www.ebsco.com/about/benefits

We are an equal opportunity employer and comply with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex, pregnancy status, age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment.

We comply with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law.