Regional Sales Manager, AMC – Virginia and West Virginia

Ebsco•Ipswich, MA

3d•Remote

About The Position

EBSCO Information Services (EBSCO) delivers a fully optimized research experience, seamlessly integrated with a powerful discovery platform to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EBSCO employs more than 2,700 people worldwide, with most embracing hybrid or remote work models. As an AI-enabled service leader, we thrive on innovation, forward-thinking strategies, and the dedication of our exceptional team. At EBSCO, we’re driven to inspire, empower and support research. Our mission is to transform lives by providing reliable and relevant information — when, where and how people need it. We’re seeking dynamic, creative individuals whose diverse perspectives will help us achieve this global, inclusive mission. Join us to help make an impact. The Regional Sales Manager – Virginia and West Virginia will sell EBSCO Information Services products to primarily Academic Institutions, Corporate Libraries, Medical Libraries and professionals responsible for knowledge management. Additional accounts may be added or deleted as deemed necessary for EBSCO Information Services. This position manages all of our product lines and categories, including Full Text Databases on EBSCOhost™ and Software as a Service Solutions – supporting researchers, librarians, and more. This remote position is U.S.-based only (excluding U.S. territories).

Requirements

7+ years of sales experience
Previous travel experience and ability to travel 70%
Must live in Virginia or West Virginia
Must have proven communication, follow-up, and sales skills.

Nice To Haves

Experience selling Academic, SaaS, Information Services, AI, software, automation, or technology solutions.
Familiarity with generative AI, machine learning, automation, or AI agents.
Experience using AI tools such as ChatGPT or similar platforms for sales productivity
Ability to do side-by-side comparison selling of research databases
Technical selling experience in order to sell SaaS products
Territory management that includes cold calling experience
Knowledge of CRM systems and video conferencing technology

Responsibilities

Retention of existing revenue as well as the development of new opportunities in order to achieve an established sales growth and renewal quota each fiscal year.
Work in conjunction with the VP of Sales, Director of Academic Sales and Account Executive for the region
Provide formal pricing proposals, appropriate literature, and coordinate trials with Account Executive as appropriate.
Prepare and deliver presentations driven by the solution sales process.
Achieve an expert level of knowledge of EBSCO products and competition.
Provide input from the market for product development and marketing purposes.
Develop sales strategy for your region for overall sales of EBSCO products and report weekly progress towards sales quota and goals to the VP of Sales.
Average 25 face-to-face visits per month with prospects as well as existing clients.
Explain AI concepts and business benefits clearly to both technical and non-technical audiences.
Utilize AI-powered sales tools to improve prospecting, research, personalization, and follow-up.
Monitor AI industry trends, competitors, and emerging customer needs.