Account Executive, Academic at EBSCO Industries Inc. in Ipswich, Massachusetts

Job Description:

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 3,300 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 encourage you to explore our unique opportunities.

The primary responsibility of this position is to increase sales and generate growth across all product lines. The AE will have multiple product lines. The AE is responsible for maintaining and growing existing business with renewals, upselling, and account growth plans. The successful AE will also increase the customer base by prospecting, following marketing leads, and generating new sales of EBSCO's product line. This will require coordinated efforts with sales, marketing, and customer satisfaction across territories in their assigned markets.

Work from Anywhere!  This can be a remote opportunity. 

Primary Responsibilities:

• Direct sales of EBSCO’s suite of products.  Sales may be achieved by individual effort and in conjunction with external Sales teams.


• Areas of focus will include authentication, linking, content delivery systems, discovery, workflow management, and custom solutions.


• Provide and coordinate demos and opportunities for respective products with customers.


• Achieve or exceed sales quotas each fiscal year as determined by sales management.


• Create and generate activity in direct selling situations through telephone, email, and WebEx.


• Actively participate in forming and implementing marketing strategies.


• Participate in the pricing and planning of official offers: an understanding of the pricing system and the ability to customize it on a per case basis is essential.


• Coordinate and collaborate with Marketing to help provide input on marketing materials.


• All functions that are designed and/or required to achieve sales quota(s) including the following: prepare quotes, data& order entry, set up trials, follow-ups, account management


• Respond to ALL leads forwarded from the marketing department, within (5) business days.


• Enter sales orders and act as a liaison for accounts payable, sales, customer, and respective partners.


• Actively handle updating of subscription information, correcting errors, adjusting renewal rates, contact info, and account designations. Offer informative suggestions on systems and operations enhancements.


• Field and relay questions, problems, issues to Technical support and notify sales management of any outstanding issues.


• Responsible for the adjustment of subscriptions, either to extend or stop service of the product for various reasons: must create plan for each case and establish reasons for actions taken.


• Travel: conference attendance and field visits to customer locations based on need.


• Achieve an expert level of integration with EBSCO and partners’ products.  Continue to grow and understand the competitive landscape and how to target and sell against competition.


• Complete all assignments requested by Sales Management which may not be direct sell, but will aid in strategic selling efforts for EBSCO.

Required Experience

• 3+ years of sales experience in relatable industries


• 3+ years of proven sales track record achieving sales milestones and target goals


• Proven ability to multitask, solution sell, and long term account planning and strategy

Preferred Experience

• Comprehension of the library and research marketplace as it relates to technology, content, and workflows


• Fluid sales solution skills that enable building solutions for complex research and library landscapes


• Understand best practices as it relates to both end user experience and administrative user experience

EBSCO Industries, Inc.is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. EBSCO strictly prohibits and does not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment.

EBSCO complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law.

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