Director of Sales, EBSCO Learning

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.

EBSCO Learning

EBSCO Learning’s mission is to advance lifelong learning and professional development.  We provide online products and services that develop practical skills and increase knowledge, empowering individuals and organizations to achieve their goals.  EBSCO Learning is a new business group within EBSCO Information Services (EIS), a $2 billion information services company, and a leader it its field.  Our products are sold worldwide to companies, governments, educational institutions as well as direct-to-consumer.

Position Overview

The Director of Sales is responsible for the development and implementation of sales and marketing strategies and profitable achievement of sales objectives.  The Sales Director works collaboratively with the senior management of EBSCO Learning and other members of the EBSCO Learning sales team to drive revenue from customers worldwide, with an initial focus on U.S. and Canadian markets.  Reports to the SVP/General Manager of the EBSCO Learning division.

Primary Responsibilities

• Responsible for sales of EBSCO Learning products in the U.S., Canada and selected markets worldwide.
• Focuses on the sales of products and services targeted to the corporate learning market and other non-library institutional markets.
• The focus for the first 1-2 years will be to generate and increase revenue of existing Corporate Learning products and relevant LearningExpress products for these markets, while additional new products are being developed. 
• Works collaboratively with other EBSCO Learning Sales Directors, Account Executives, and Sales and Marketing personnel.  Directs and manages the work of Account Executives as required.
• Works collaboratively with the Stacks Solutions team as appropriate to identify and capitalize on mutual new business opportunities.
• Works collaboratively with the EIS sales team as needed on significant multi-product sales opportunities where EBSCO Learning’s products are desired as a larger package of products and services.
• Provides input and market feedback to senior management of EBSCO Learning to help guide priorities as well as the development of new features, new products and product improvement.
• Guides the overall sales process and helps set appropriate metrics to achieve sales goals.
• Maintains key customer relationships, develops and implements strategies for expanding the EBSCO Learning business.
• Reports regularly on the potential customers and the dollar value of the sales pipeline; forecasts sales for budgeting and business planning purposes.
• Travel: conference attendance, field visits to customer locations, and other travel will be required based on need.
• Conducts webinars, WebEx and face-to-face presentations for key customers and prospects.
• Works closely with the SVP/GM of EBSCO Learning and other leadership on the development of sales and marketing strategies and priorities.
• Helps to develop pricing policies, including volume discounts and terms and conditions, for high-profile customers and channel partners.
• Is a role model for the company culture.

Required Qualifications

• Bachelor’s degree or equivalent experience.
• At least 7 years sales experience in comparable industries, with 4 years in a senior sales role.
• Proven sales track record by increasing sales in territory each year.

• Ability to plan and manage at both the strategic and operational levels.
• Established contacts and relationships with potential customers and channel partners.
• Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
• Ability to work collaboratively with colleagues and staff to create results driven, team oriented environment.
• Capacity to assume more significant executive responsibilities over time.

Target Annual Compensation Range:   $105,000 - $150,000.  This Pay Target range includes a typical sales commission. 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.