OpenAthens Consultant - India

Reporting to at EBSCO Information Services, the candidate will be responsible for business growth for the OpenAthens product and account management for existing OpenAthens customers across India, Sri Lanka, Pakistan, Bangladesh, Bhutan, Nepal, the Maldives, Afghanistan and Iraq. Working with OpenAthens’ suite of SaaS products for libraries, the role will incorporate selling to customers in the academic, healthcare, government and corporate research sectors, as well as maintaining and nurturing existing customer accounts.

The candidate should be highly skilled in consultative selling of SaaS products and have experience working within the library industry. Working in close collaboration with the regional EBSCO teams, they should be comfortable responding to complex technical enquiries, with a requirement to demo products and solution sell. They will lead growth plans and identify new areas for future success. Developing a strategic sales plan, the candidate should be comfortable owning and prioritizing their time and resource effectively to achieve commercial targets set by the business.

Additionally, the candidate will play a crucial role in managing existing client relationships and ensuring that customers successfully implement and utilize the software. They should understand the specific needs of each library, address technical or operational concerns, and ensure OpenAthens is meeting the library's goals. The candidate should also work to identify opportunities for upselling or expanding services, secure annual renewals and ensure customer satisfaction by delivering timely solutions and updates.

Collaborating with sales, marketing, support and product teams across OpenAthens and EBSCO will be key to success. The OpenAthens Consultant is a key stakeholder in the localization strategy and product development process and will speak for the customers when prioritizing developments.

Responsibilities will include, but will not be restricted, to:

· Pro-actively identifying new leads and nurturing existing sales activity

· Becoming a knowledgeable authority on OpenAthens and the “go-to” person for related business development, account management and first-line support queries

· Leading and presenting at meetings and events, with frequent travel to promote OpenAthens

· Working closely with the OpenAthens and EBSCO marketing teams to help promote the OpenAthens brand and position the product for growth

· Working closely with the OpenAthens product team to identify and articulate market trends and customer requirements, championing the customer as new developments emerge

· Manage existing client relationships and ensure customer satisfaction with OpenAthens

· Identify opportunities for upselling or expanding services

· Track client usage and provide insights or recommendations for improvement

· Foster long-term relationships and partnerships with clients

· Keep clients informed about software updates, new features, and best practices

Industries:Education, Information Services, Information Technology & Services