Public Library Services Consultant – Central Region
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Job Description
Public Library Services Consultant selling OCLC’s library technology and cooperative services to U.S. public libraries. Managing consultative sales, renewals, retention, and account expansion.
Responsibilities:
- Drive new business, renewals, retention, and account expansion for OCLC products and services within an assigned United States public library territory
- Own the full sales lifecycle, including territory planning, prospecting, discovery, solution development, proposal preparation, negotiation, contracting, renewals, and account growth
- Develop and execute territory, account, and opportunity plans
- Build and maintain a healthy sales pipeline in Salesforce
- Maintain accurate opportunity information, activity records, account plans, and forecasts
- Provide sales forecasts, pipeline updates, and market intelligence to sales leadership
- Proactively manage member renewals and identify growth opportunities
- Conduct consultative discovery with public library leaders and staff
- Align OCLC library technology and cooperative services with customer objectives
- Develop working knowledge of public library solutions, including library services platforms, discovery, metadata, cataloging, resource sharing, interlibrary loan, and digital collections
- Deliver virtual and onsite presentations, solution demonstrations, and executive or board-level discussions
- Coordinate product management, solution consultants, implementation, customer success, legal, finance, marketing, and leadership teams
- Establish and maintain relationships with library directors, executives, IT leaders, technical services and collections staff, public services staff, procurement contacts, and other stakeholders
- Serve as a strategic partner to assigned libraries
- Identify customer concerns, renewal risks, implementation challenges, and service issues
- Identify opportunities to expand customer use of OCLC products and services
- Represent OCLC at library conferences, association meetings, regional events, customer visits, and industry activities
- Maintain knowledge of public library trends and technology modernization
- Gather and communicate customer feedback, market needs, win/loss information, and competitive intelligence
- Represent OCLC’s mission and member-centered value proposition
Requirements:
- Bachelor’s degree or an equivalent combination of education, training, and relevant experience
- Five or more years of successful consultative sales experience selling technology, software, services, or complex solutions to libraries
- Demonstrated experience managing both new business development and renewals
- Proven record of achieving or exceeding sales targets, building and managing pipeline, advancing complex sales opportunities, and forecasting accurately
- Strong understanding of public library operations, organizational structures, funding and budget cycles, purchasing processes, and key stakeholder roles
- Demonstrated ability to conduct customer discovery, develop value-based recommendations, and communicate the benefits of complex technology and service solutions
- Excellent presentation, writing, negotiation, relationship-building, and interpersonal communication skills
- Strong organizational, prioritization, territory-management, and follow-through skills
- Proficiency with Salesforce or comparable CRM systems
- Ability and willingness to travel within the assigned territory, including overnight travel, approximately 30–50 percent
- Working knowledge of artificial intelligence (AI) tools and emerging AI capabilities
- Ability to use AI responsibly and in accordance with organizational policies
- Prefer direct experience selling an integrated library system (ILS) and discovery service
Benefits:
- Competitive compensation
- Best-in-class health coverage
- Retirement plans with generous company contributions
- Tuition reimbursement
- Public Service Loan Forgiveness eligibility
- Paid parental leave
- Adoption assistance
- Fitness facility reimbursement benefit
- Medical, dental, and vision insurance options
- Employee spending accounts
- Retirement savings plans with company matching contribution
- Paid time off (PTO)
- Observed company holidays
- Life insurance
- Short-term disability coverage
- Long-term disability coverage
- Corporate programs and discounts
- Wellness resources
- Incentive-based sales compensation plan tied directly to goals and metrics
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