ITHAKA’s mission is to expand access to knowledge and education around the world. Our services — Artstor, JSTOR, Portico, and Ithaka S+R — enable people everywhere to learn, to grow, and to overcome historical barriers to education. In carrying out our mission, as employees we feel a deep responsibility to each other and our well-being, and are committed to building and sustaining a diverse, equitable, and inclusive workplace.

The Role

ITHAKA works with the global higher education and research community to advance and preserve knowledge and to improve teaching and learning through the use of digital technologies. In this role you will manage a team and drive strategies to help grow participation and brand awareness across JSTOR’s products and services. Ensuring we deliver on our mission, you will manage the sales and outreach efforts across several countries in your territory, working with your small regional team to accomplish proactive and reactive activities to drive participation and retention. Although territories are always subject to change to align with the  needs of the organization, your current territory will cover parts of Eastern Europe, the Middle East, and Asia. You will use your keen interpersonal skills to grow and maintain deep relationships with people at institutions in the academic, research, and government sector. Your understanding of the scholarly publishing, academic library, and research community as well as the global economic and political pressures that impact them will help you identify and address complex problems, improve workflows and processes, and maximize engagement in support of our mission. If you are relationship and  mission oriented, and have a passion for continuous learning, this is a great opportunity.

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Responsibilities

Responsible for meeting Institutional  revenue and participation goals for assigned geographical regions.

 

Management and Leadership

  • Manage a geographical region to generate new participation across a range of products and services available on the JSTOR, Artstor, and Portico platforms or new services that may be developed over time.
  • Under our manager expectations framework, manage, mentor, and support a team of Account Development Managers to successfully reach revenue goals, participation targets, or mission aligned initiatives for their assigned accounts across your region. In collaboration with the Sr. Director, Institutional Participation & Strategic Partnerships, develop quarterly and annual sales plans to help achieve all regional goals and to expand relationships with key accounts.
  • Be responsible for ensuring accurate and consistent data intelligence in ITHAKA’s CRM and other intelligence platforms. Ensure  an accurate pipeline and forecast.
  • Ensure Account Development Managers and Outreach Coordinators process all account activity within designated timelines as outlined in the JSTOR Service Level Agreement.
  • Represent the organization externally at formal and informal events, including speaking engagements, presentations, and participation in community events and forums, especially those focused on the scholarly publishing community.
  • Communicate effectively with ITHAKA’s Vice President, Institutional Participation and Strategic Partnerships, Sr. Director Institutional Development and Strategic Partnerships, and others within ITHAKA to advise on developing strategies to meet ITHAKA’s participation and sustainability expectations.
  • Maintain up to date product, industry, and technical knowledge by surveying library needs and trends; tracking competitors; and engaging in continuous education.
  • Collaborate with teams across the organization such as Marketing, Partner and User Support, Finance, and Outreach Enablement  to develop solutions that support our external stakeholders.
  • Provide important intel to and advise internal ITHAKA staff such as product managers and marketing business owners to support future product development, enhance existing teaching tools and resources, and improve the platform searching capabilities and discoverability.
  • Drive existing and develop new strategies to meet participation and revenue goals, and quarterly OKRs. Meet and communicate on a regular basis with the Sr. Director International Outreach to review strategies and progress, learn from successes, and develop action plans to overcome obstacles.
  • Develop proactive strategies to help maintain your renewal base.

 

Relationship Building and Account Development

  • Develop relationships  with a range of institutional influencers and advocates such as University Librarians, Library Deans, Library Directors, Subject Specialists, Special Collection Coordinators, archivist, instructional technologist, and faculty to broaden ITHAKA’s relationships across an institution.
  • Work with ITHAKA’s key participating accounts to build and maintain partnerships.
  • Expand the general customer base by  identifying and developing new customer opportunities.
  • Develop relationships with consortium coordinators and negotiate offers that maximize participation across the membership.
  • Develop and increase  participation for new initiatives and nascent products.
  • Increase the revenue for all ITHAKA related products and services.
  • Negotiate licensing terms and participation fees with prospective and current participants
  • Ability to travel frequently (est. 50%).

 

Experience and Skills

  • At least 5 years in direct sales and account management
  • BA/BS or equivalent work experience required; MBA/MLS or advanced degree a plus
  • At least 2 years of experience in digital publishing; understanding of the scholarly communications environment and familiarity with the current digital landscape preferred.
  • Ability to steer initiatives and build strategic relationships with senior managers to meet growth and organizational goals; preferably in the higher education library or scholarly publishing community
  • Ability to develop and maintain relationships to achieve customer success.
  • A proven record of success in meeting growth targets and building strategic relationships with senior managers in the higher education library community.
  • Skilled negotiator with external and internal stakeholders
  • Ability to communicate a clear and effective message through writing, speech, and presentations
  • Aptitude for strategic thinking and product positioning
  • Ability to interpret data to inform sales activities
  • Flexible and creative approach to business development 
  • Ability to balance mission-based goals with skill, efficiency, and discipline.
  • Ability to manage business via a CRM
  • Understanding of content license agreements
  • Facility with productivity tools a plus
  • Proficiency in Microsoft Office suite of products including Word, Excel, PowerPoint, and related software relevant to the role
  • Bilingual or multilingual preferred
  • Committed to our organizational values of belonging, evidence, speed, teamwork, and trust

 

Compensation and Benefits

At ITHAKA we believe in openness and equity. Part of living those values is our commitment to clarity about salary, so candidates know what to expect. The pay range for this position is ($100,000.00 – $120,000.00) per year. Base pay may vary with job-related knowledge, skills, experience, market location, and geography. Our total compensation package includes a no-cost health insurance premium option, an employer-funded retirement plan, and a generous paid time off program for all benefits-eligible staff.

 

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Work for ITHAKA 

We are committed to our organizational values of belonging, evidence, speed, teamwork,  and trust. We take inclusion seriously. Belonging is one of our core values, and it shows in our vibrant culture. People from a wide range of backgrounds work at ITHAKA, and we believe that unique perspectives help us realize new insights and build better solutions.

We want to work with people who are passionate about ideas like these and who wish to contribute their perspectives and talents to ITHAKA’s mission. We enthusiastically welcome applications from people of all underrepresented backgrounds and credentials. We want to hear your story and include your perspective in the transformative work we aim to do.

Learn more about Working at ITHAKA.

 

Apply Now:

Candidates may apply by submitting an application online through our career site, if you have any questions about your application, please contact us at careers@ithaka.orgITHAKA is committed to providing reasonable accommodations, if there’s anything we can do to accommodate any portion of the application or hiring process, please contact us at accommodations@ithaka.org. 

We are proud to be an Equal Opportunity/Affirmative Action employer.  All qualified applicants receive consideration for employment without regard to race, color, sex, national origin, gender identity, sexual orientation, age, religion, domestic violence victim status, veteran status, disability, history of disability or perceived disability, or other status protected by law.