Sales Associate

Vanderbilt University; Nashville (TN); On-site; USD 60,000 - 90,000; Full time

Job summary

Vanderbilt University’s TVNA seeks a Sales Associate to own the full sponsorship cycle, from initial outreach to closing, focusing on university libraries and research teams.

You will manage inbound leads, conduct discovery meetings and product demonstrations, tailor messaging to each institution, and coordinate procurement, billing, and access considerations. This role emphasizes collaboration with marketing and archives staff to expand the Sponsorship Program.

Qualifications

• Bachelor's degree or equivalent required; business degree preferred.
• At least 2 years of sales experience.
• B2B and software/enterprise licensing experience preferred.
• Knowledge of university systems or library operations preferred.

Responsibilities

• Manage inbound marketing leads and advance opportunities through the sales cycle.
• Identify decision-makers and procurement contacts at prospective libraries.
• Lead outreach via email, phone, meetings and demonstrations; tailor to each institution.
• Conduct product demonstrations of TV News Archive website and database.
• Coordinate contract negotiations, procurement, billing, and access requirements.
• Maintain records of activity and pipeline status for forecasting and follow-up.
• Collaborate with marketing and support teams to improve messaging and experience.
• Assist with new access strategies including consortia and new markets.
• Stay informed about TVNA offerings, features and collections.

Skills

Sales experience

B2B sales

Software sales

University systems knowledge

Education

Bachelor's degree or equivalent

Job description

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.