Geared toward candidates comfortable with managing B2B sales cycles and tailoring outreach for academic libraries.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Vanderbilt University
Position Summary:
The Sales Associate is part of the Vanderbilt Television News Archive (TVNA) at Vanderbilt
University and is a key individual responsible for acquiring new library sponsors for the Archive’s
Sponsorship Program. This position manages prospective institutions from initial engagement
through close, communicating the value and unique research potential of the TVNA database
and web application. The Sales Associate handles inbound marketing-generated leads and
independently advances prospective customers through the sales pipeline using personalized
outreach. The role leads discovery meetings and demonstrations of the TV News Archive
website and database, tailoring conversations to the needs of university libraries and their
stakeholders: students, faculty, staff, etc. The Sales Associate owns the full sales cycle,
including contract negotiations, security and accessibility assessments, procurement, billing
coordination, and closing. The role maintains accurate follow-up and pipeline activity, relays
prospective-client feedback to Archive colleagues, and focuses on converting qualified
opportunities into Sponsorship Program accounts.
About the Work Unit:
Vanderbilt's Heard Libraries is a preeminent, academic research library system that acquires,
preserves and makes accessible the world's information and engenders a community of
collaboration, adaptability and innovation to address deep inquiry and challenges facing all of
humanity.
The Heard Libraries established the Television News Archive in 1968, to preserve and make
available for research the nation’s most important form of news reporting: broadcast television.
TVNA is free for the public through in-person research, or online for a per-item cost-recovery
fee. The database and video archive are also available to other libraries through a fee-based
Sponsorship Program.
Key Functions and Expected Performance:
Effectively manage inbound marketing-generated leads throughout the sales cycle,
promptly qualifying opportunities and maintaining consistent follow-up to move
prospective library sponsors toward a decision.
Provide attentive, professional communication with stakeholders across prospective
organizations, identifying decision-makers, procurement contacts, and other participants
needed to advance an institutional partnership.
Provide personalized outreach via email, phone, web-conferencing, social media, events,
and consortia channels; tailor messaging and follow-up to each institution’s needs and
stage in the sign-up process, including contract negotiations, security and accessibility
assessments, procurement, billing coordination, and resolution of any institutional
requirements that could delay a sale.
Lead discovery meetings and demonstrations of the TV News Archive website and
database, effectively communicating the Archive’s unique research potential and
connecting product capabilities to library, teaching, and research use cases.
Maintain organized and timely records of prospect activity, next steps, and pipeline status
to support forecasting, prioritization, and coordinated follow-through across the Archive
team.
Partner closely with marketing, customer services, and other Archive teams to relay
feedback from prospective clients, identify recurring questions or barriers, and strengthen
sales messaging and the prospective-customer experience.
Assist with the planning and implementation of new and expanded access strategies,
including group accounts (consortia) and new markets.
Stay up-to-date and knowledgeable of the TV News Archive’s offerings, including any
new features, collections, or bug fixes.
Other duties as assigned, covering team members with various archive and outreach
activities, as needed.
Supervisory Relationships:
This position does not have supervisory responsibility; this position reports administratively and
functionally to the Vanderbilt Television News Archive Director.
Education and Certifications
A bachelor’s degree or an equivalent combination of education and relevant professional
experience is necessary.
A bachelor's degree in business, or equivalent, is preferred.
Experience and Skills:
2 years of any sales experience is necessary.
Over 2 years of business-to-business sales experience is preferred.
Sales experience with software, enterprise licensing, or equivalent is preferred.
Knowledge of university systems, or library operations, is preferred.
At Vanderbilt University , our work - regardless of title or role - is in service to an important and noble mission in which every member of our community serves in advancing knowledge and transforming lives on a daily basis. Located in Nashville, Tennessee, on a 330+ acre campus and arboretum dating back to 1873, Vanderbilt is proud to have been named as one of “America’s Best Large Employers” as well as a top employer in Tennessee and the Nashville metropolitan area by Forbes for several years running. We welcome those who are interested in learning and growing professionally with an employer that strives to create, foster and sustain opportunities as an employer of choice.
We understand you have a choice when choosing where to work and pursue a career. We understand you are unique and have a story. We want to hear it. We encourage you to apply today so that you might become a part of our story.
Vanderbilt University is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran, or any other characteristic protected by law.
Source: Vanderbilt University careers