Strategic Account Director -Western Territory

Together we make breakthroughs possible.

At OCLC, we build technology with a purpose: to connect libraries and make knowledge accessible worldwide, because we believe that what is known must be shared. Our teams work with complex global datasets, AI and machine learning, hybrid cloud solutions, and other technologies that connect people and organizations to the information they need. We value the power of unique perspectives and experiences to unlock innovation. At OCLC, your ideas matter, whether you have two years of experience or 20. You’ll learn, create, and problem-solve with technologists, product developers, librarians, researchers, marketing pros, and support teams around the world.

Why join OCLC?

OCLC is consistently recognized as a best place to work by several independent programs. We recognize and reward people and results with a comprehensive Total Rewards package. This means competitive compensation that reflects your unique contributions—performance, experience, and skills—along with exceptional benefits, including best-in-class health coverage, retirement plans with generous company contributions, and a commitment to your overall well-being.

• Tuition reimbursement and Public Service Loan Forgiveness eligibility

• Paid parental leave and adoption assistance

• Fitness facility reimbursement benefit

Join us in transforming how people everywhere access information and be part of a mission-driven team that makes a global impact.

The job details are as follows:

The Director, Strategic Account Sales is responsible for developing and leading sales strategy, planning, forecasting, and sales execution for large US customer accounts with long term revenue potential. The establishment and maintenance of strong relationships with key account decision makers which lead to significant market penetration is a major focus of this role. This role covers Western Territory must already live in the territory. Preferred States: AZ, CA, CO, UT, OR, WA, TX.

Major responsibilities:

• Develops the overall account strategy for assigned territory and executes sales strategies to achieve business plan/revenue goals
• Develops strong relationships with key senior level customer contacts Broadens and deepens existing customer relationships to gain strategic positioning as well as retain existing revenue and attain additional business
• Works in close coordination with product management, sales, marketing, and finance to achieve sales goals and grow the customer base
• Negotiates and closes new sales opportunities with long-term revenue potential
• Provides input to top management about trends and changes taking place in the marketplace, and makes recommendations about future courses of action needed to improve OCLC’s position with its’ customer base.

Minimum qualifications:

• Bachelors degree in Business, Marketing/Sales
• 7 to 10 years sales experience working with large key customer accounts
• Strong leadership, communication and negotiation skills
• Strong relationship management skills: conflict management, collaboration, communication.
• Strategic vision, ability to look forward, set standards that stretch organizational abilities and results. Ability to build consensus and support for new directions.

Desired qualifications:

• Masters degree
• Previous sales experience in library, information management, publishing, technology or other technical solutions-based business-to-business environments.

Compensation

Pay Range: $97,000 — $118,000 per year

The pay range listed reflects the anticipated compensation for this position. Actual pay may vary based on factors such as work location, education, experience, skills, and certifications. Final compensation decisions also consider internal pay equity and market data. Our pay criteria are gender-neutral and applied consistently.

Additional Compensation: This position is eligible for an incentive-based sales compensation plan tied directly to goals and metrics.

This position is eligible to participate in our corporate benefits programs, which include:

• Health & Wellness: Medical, dental, and vision insurance options, alongside employee spending accounts.
• Retirement Savings: Retirement saving plans with a company matching contribution.
• Paid Time Off (PTO): Paid time off and observed company holidays.
• Income Protection: Life insurance, short-term disability, and long-term disability coverage.
• Additional Benefits: Other corporate programs, discounts, and wellness resources as applicable to employees.
• More specific information is available upon request.