Member Representative, Digital Technology Services
Lyrasis
Atlanta

The Member Representative, Digital Technology Services is responsible for the
development of new SaaS business sales and contract
expansion, renewals and account management activities including: managing
assigned market segment accounts, contributing to strategic planning,
territory planning, and lead contracting, reporting, coordinating
implementation and service delivery efforts. This role requires establishing
consultative partnerships with state, academic and public library
executives. The Member Representative, Digital Technology
Services will report to the Director of Member Outreach and work in
collaboration with Sales Support, Member Outreach Representatives, Finance,
Contracts, Marketing and the Digital Technology Services Team.

  
This goal-oriented position is responsible for identifying and developing
relationships with LYRASIS' members and SaaS customers, deepening and
expanding existing program participation and increasing
revenue. Working closely with LYRASIS' organizational
teams, this position develops and executes LYRASIS' membership, outreach and
consultative SaaS sales programs and activities. This includes, but is not
limited to, collecting membership needs and feedback; developing targeted
outreach plans; building effective relationships with state, academic, public
libraries, consortia, museums and acrhives to facilitate cooperation and
collaboration; and promoting LYRASIS' products and services.

  
Utilizing effective consultative sales techniques, this individual identifies,
develops and presents SaaS solutions that best meet members' strategic
needs. This highly visible position has responsibility for
building and maintaining effective member relationships, exploring new SaaS
opportunities within and outside the membership base, and developing programs
with potential customers and current members, library consortia and networks,
state libraries, museums and archiving institutions, professional associations
and user groups.

  
Required Knowledge, Skills and Abilities: Identify the
skills, knowledge and abilities a person must possess in order to perform the
job.

  * Deep domain knowledge and understanding of strategic drivers, services and operations of state, academic and public libraries, archives and museums.
  * Proficiency in account and territory management techniques and the consultative selling process.
  * Strong marketing and sales experience.
  * Strong public speaking and presentation skills.
  * Strong business acumen and strong understanding of business applications and processes.
  * Must possess self-directed initiative, with excellent time management, organization, prioritization and multi-tasking.
  * Proven project and program management skills.
  * Solid knowledge of all MS Office applications, CRM systems, Internet, printers, and computer technology.
  * 4-year LIS or Business degree or equivalent required.
Preferred: Identify the skills, knowledge and abilities
preferred, but not required, in order to perform the job.

  * Experience in a Challenger Sales Methodology environment an advantage
  * Experience with complex offerings and diverse membership needs
  * PMI membership or equivalent preferred
  * Technical proficiency in SaaS applications, preferably within the academic/state library industry
  * MBA preferred
  * Strong territory sales experience
  * 3-5 years of proven track record selling SaaS or complex software solutions, Preferred SaaS sales experience selling SaaS solutions to academic, and/or state libraries, and/or museums/ archiving institutions.



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