Software Sales Executive - Public Library Software

As a Software Sales Executive - Public Library Software, you will drive sales success by identifying prospects, generating leads, making sales calls, and managing the entire sales cycle—from proposal and contract negotiation to closing deals. 

Using your strong interpersonal skills, you will connect with a diverse range of stakeholders, from executive leadership to operational staff across various academic departments. You will address workflow challenges, align product benefits to specific needs, highlight competitive advantages, define commercial terms, and coordinate technical follow-ups to ensure successful deal closures. Additionally, you will assess the sales process and engage executive leadership when needed. 

You will generate new leads through prospecting and networking, including cold calling. By leveraging your business development expertise and utilizing industry networks, internal account managers, solution consultants, renewals teams, and field/product marketing teams, you will exceed sales targets and drive business growth. 

About You – experience, education, skills, and accomplishments 

• Bachelor’s Degree or equivalent relevant work experience 

• 5+ years of relevant experience with 3 or more years of sales experience as an individual contributor in selling Software as a Service (SaaS) applications into a major vertical 

It would be great if you also have . . . 

• Knowledge of enterprise sales and qualification methodologies such as MEDDPICC, Challenger, SPIN, Solution, etc. 

• Proven sales track record with deal sizes $25k-$250k 

• Ability to thrive in a dynamic environment 

• Excellent negotiation, verbal, written communication and presentation skills, executive presence 

• Proficiency in Salesforce, Microsoft Office Suite (especially with PowerPoint) 

What will you be doing in this role? 

• Employs team selling, collaborating with Clarivate Academic and Government Account Managers on opportunities in territory (US/Canada) to prospect/generate leads, qualify and scope opportunities, make sales presentations and close deals. 

• Influences and motivates others in a matrixed sales organization (including indirect reports to the Product Sales Manager) to support and drive towards shared goals. 

• Focuses on new business as part of expanding the Ex Libris/Clarivate teaching and learning software product portfolio with primary emphasis on our Alethea solution 

• Leads RFP coordination and development as needed; collaborates with RFP team, solutions consultant and product management teams to ensure alignment of solutions with prospect/client goals and objectives. 

• Maintains awareness of all proposals and leads discussion with client as needed. 

• Fosters client satisfaction and ensures that issues are resolved, working with colleagues in customer support and customer success as relevant. 

• Act as a representative and present at various industry conferences and events 

• Partner with field and product marketing on demand generation campaigns and lead management from conferences and events 

• Development and maintain in-depth knowledge the Ex Libris/Clarivate higher-education software solutions 

Hours of Work 

• This position requires weekday (Monday - Friday) attendance with scheduling flexibility available around core working hours. Some weekend attendance is required, typically for travel and industry/trade events. 

• Frequent domestic travel is required (estimated at around 50%).