Sales Consultant

Sales Consultant

We are seeking a consultative, results-driven Sales Professional to support libraries across the North Central United States, including Michigan, Illinois, Ohio, West Virginia, Maryland, and Pennsylvania. In this role, you will partner closely with public and academic libraries to understand their unique needs and help them develop innovative self-service solutions that enhance the patron experience. You will represent a broad portfolio of more than 30 products, positioning tailored solutions that empower libraries to operate more efficiently, expand access, and better serve their communities. Success in this role comes from building strong relationships, conducting needs-based discussions, and delivering thoughtful recommendations that align library goals with the right mix of products and services. This is an opportunity for a motivated sales professional who enjoys relationship building, problem-solving, and working independently within a defined territorywhile making a meaningful impact in the library and education space.

Duties, Responsibilities, Contributions, and Expected Outcomes

The Sales Consultant is responsible for driving revenue growth and expanding market presence within an assigned North Central U.S. territory. This sales professional will support libraries across the North Central United States, including Michigan, Illinois, Ohio, West Virginia, Maryland, and Pennsylvania. This remote position requires approximately 50% travel to meet with customers, attend industry events, and support account development activities.

• Develop and execute a territory sales strategy to achieve and exceed assigned revenue and growth targets.
• Build, manage, and grow relationships with existing and prospective library customers through consultative, needs-based selling.
• Conduct in-person and virtual meetings with customers to assess operational challenges and recommend appropriate technology-based self-service solutions.
• Represent and promote a broad portfolio of products and services, effectively articulating value propositions and aligning solutions to customer needs.
• Manage assigned accounts, including opportunity identification, pipeline development, forecasting, contract negotiation, and post-sale follow-up.
• Collaborate with internal teams (e.g., product, implementation, customer support, and marketing) to ensure successful solution delivery and customer satisfaction.
• Attend and actively participate in regional and national trade shows, conferences, and industry events to generate leads, strengthen brand presence, and maintain industry awareness.
• Maintain accurate and timely documentation of customer interactions, sales activities, and forecasts using designated CRM tools.
• Monitor market trends, competitive activity, and customer feedback to inform sales strategies and identify new opportunities.
• Travel extensively within the assigned territory (approximately 50%) to support sales objectives and customer engagement.

• Strengthen long-term customer partnerships through high levels of professionalism, responsiveness, and trust.
• Drive adoption of technology solutions that improve customer efficiency and end-user experience.
• Contribute to sustained revenue growth and market expansion within the assigned region.
• Enhance organizational visibility and reputation through effective representation at industry events.

• Consistent achievement or exceeding of sales quotas and key performance metrics.
• Growth and retention of assigned accounts through proactive account management.
• A well-developed and accurate sales pipeline that supports forecasting and business planning.
• High levels of customer satisfaction and repeat business.
• Effective collaboration with internal teams resulting in successful implementations and long-term customer success.

Education & Experience

• Bachelor's degree in Business, Marketing, Information Technology, Library Science, or a related field (or equivalent skills and experience).
• 25+ years of experience in technology sales, SaaS sales, or solution-based selling.
• Experience supporting libraries, educational institutions, government, or public-sector organizations is preferred.
• Demonstrated ability to meet or exceed sales targets.

Sales & Business Skills

• Strong consultative selling skills with the ability to understand customer needs and recommend appropriate solutions.
• Ability to build and maintain a healthy sales pipeline from prospecting through closing.
• Experience delivering product demonstrations, presentations, and virtual meetings.
• Ability to build long-term, trusted relationships with library directors, administrators, and other stakeholders.
• Experience with NetSuite is an asset.

Technology & Industry Knowledge

• Basic understanding of library technologies such as:
  • Integrated Library Systems (ILS)
  • RFID or circulation technologies
• Familiarity with SaaS platforms and cloud-based solutions.
• Ability to quickly learn and communicate technical product features and benefits in a clear and accessible way.

Communication & Interpersonal Skills

• Excellent verbal and written communication skills.
• Comfortable presenting to both small and large groups, in person and virtually.
• Strong relationship-building, collaboration, and networking abilities.

Travel & Work Environment

• Willingness and ability to travel approximately 50% for client meetings, conferences, and onsite demonstrations.
• Ability to work independently in a remote environment while staying connected with the sales team and key partners.
• Strong time-management skills and the ability to remain organized and self-directed.

Organizational Skills

• Ability to manage multiple accounts, opportunities, and follow-ups simultaneously.
• Strong attention to detail when preparing proposals, contracts, and sales documentation.

Additional Preferred Qualifications

• Experience attending or presenting at library conferences or professional events.
• Knowledge of public library operations and funding models.
• Valid driver's license and the ability to travel regionally.