Discovery Service Engineer - London #6093
EBSCO Information Services
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. We are the leader
in our field due to our cutting-edge technology, forward-thinking philosophy,
and top-notch workforce. EIS, a division of EBSCO Industries Inc., based in
Birmingham, AL, is ranked in the top 200 of the nation's largest, privately
held corporations according to Forbes magazine. EBSCO is a company that will
motivate you, inspire you, and allow you to grow. We are looking for the best.
If you are too, we you encourage you to explore our unique opportunities.
Discovery Service Engineer - London
The individual in this position must live in the UK or Ireland
EBSCOhost databases and discovery technologies are the most-used, premium
online information resources for tens of thousands of institutions worldwide,
representing millions of end-users. EBSCO Discovery Service™ (EDS) creates a
unified, customized index of an institution's information resources, and an
easy, yet powerful means of accessing all of that content from a single search
box. The ability to create these custom solutions is achieved by harvesting
metadata from both internal (library) and external (database vendors) sources,
and creating a pre-indexed service of unprecedented size, speed, and
The Discovery Service Engineer (DSE or a.k.a. Sales Engineer) is the primary
technical resource for the field sales force. The DSE is responsible for
actively driving and managing the technology evaluation stage of the sales
process, working in conjunction with the sales team as the key technical
advisor and product advocate.
The DSE must be able to articulate technology and product positioning to both
business and technical users. Must be able to identify all technical issues of
assigned accounts to assure complete customer satisfaction through all stages
of the sales process. Must be able to establish and maintain strong
relationships throughout the sales cycle.
The DSE is responsible for development and delivery of product demonstrations.
Responsible for representing the product to customers and at field events such
as conferences, focus groups, etc. Able to respond to functional and technical
elements of RFIs/RFPs. Able to convey customer requirements to Product
Management teams. Able to travel throughout sales territory.
Ideal candidate must be self-motivated with a proven track record in a
software, information, library sales support role and knowledge of technology.
Comfortable in the dynamic atmosphere of a technical organization with a
rapidly expanding customer base. Must possess strong presentation skills and
be able to communicate professionally in written responses to emails and
RFIs/RFPs. Organized and analytical, able to eliminate sales obstacles through
creative and adaptive technical approaches.
•Regional authoritative expert on technology aspects of platform
functionality, markets, trends◦Strive to be an EDS feature expert. Use the
product(s) frequently and thoroughly. Gain continual knowledge progression of
the technology platform by participating in frequent internal technology
trainings and product strategy sessions.
◦Act as the EDS technology champion for your region. Stay abreast of industry
and technology trends. Conduct market research and competitive intelligence.
◦Flow of feature enhancement requests from the field into Product Management
and the SDLC process.
•Pre-sales customer presentations and meetings, and RFIs/RFPs◦Present EDS
technology solutions as well as new releases and future features.
◦Conduct sales presentations, focus groups, and other consultative customer
requirements gathering exercises via frequent web-based and on-site sessions.
•Support the trial process and initial post-sales support/nurturing◦Perform
administration and configuration of customer interface profiles, and training
◦Library web site integration which may include Widget development (small
web applications (e.g. PHP).
◦Troubleshoot customer specific issues (e.g. ILS integrations).
◦Assist the Customer Satisfaction team on key accounts.
•Relationships◦Establish strong relationships with regional Sales and customer
support teams, as well as existing and prospective customers.
◦Customers tech gurus at key accounts.
◦Manage relationships with key regional technology partners and vendors, when
•Create and manage Sales support tools◦Build demos: EDS profiles, library web
site integration samples, localized API app samples (e.g. PHP), widgets (e.g.
◦Create PowerPoint presentations to convey technology concepts.
•Author and assist with documentation to support the regional pre-sales
process◦Assist Customer Satisfaction/Success and Marketing with product
marketing deliverables and authoring content for FAQs, Help, customer
communications, and white papers.
•Provide regular updates to Discovery Service Engineering management, keeping
the flow of information and lines of communication open.
•Minimum three (3) years of progressive experience in Consulting, Product
Management, Sales or related field.
•Minimum three (3) years of experience and excellence in presenting
technology, Internet, or software application products to internal and
external audiences and various levels of Management.
•Minimum two (2) years experience with EBSCOhost products, Integrated Library
Systems (ILS), Institutional Repositories, or other closely related web
applications and/or library technology products.
•B.S. in Computer Science, Library Science, or a related field.
•Fluency in written and spoken English.
•Ability to travel approximately 50% within to regional and international
locations: customer sites, conferences, and focus groups.
•Experience with portal software (e.g. VuFind, SharePoint) and programming
with Application Programming Interfaces (API) in a web application language
(e.g. PHP, Ruby, Java, C#, ASP.Net).
•Expertise in Integrated Library Systems (ILS) products and protocols (e.g.
Z39.50, OpenURL, NCIP).
•Experience with institutional repository software and standards (e.g. OAI-
•Proficiency in large data file analysis (e.g. MARC, XML) and manipulation.
•Ability to clearly and concisely communicate thoughts and ideas in person,
over the telephone, and in written correspondence to small and large groups
and to different management levels and departments within organizations.
•Experience and strong technology skills in a variety of Internet
technologies, with an ability to rapidly learn and adapt to new technology.
•Ability to multi-task and work independently is critical, while maintaining
team involvement and meeting deadlines and deliverables. Extremely organized,
detail oriented, and accurate; with strong problem solving and analytical
•Previous experience with the interface usability habits of universities and
research institutions' various types of users such as students, researchers,
faculty, and librarians.
Employee policies and benefits vary by location
EBSCO Information Services is a company headquartered in the United States and
the personal information collected on its websites may be sent to, stored or
processed in the United States, or to any other country in which EBSCO
Information Services or its affiliates, subsidiaries or agents maintain
facilities. While EBSCO Information Services is committed to providing your
voluntarily disclosed employment application information with a reasonable
level of privacy protection, you should know that the general level of
protection for personal information in the United States may not be the same
as that provided in other countries. By using the EBSCO Information Services
website and/or providing EBSCO Information Services with personal identifiable
information, you fully understand and unambiguously consent to the transfer
and the collection and processing of such information in the United
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