The Publisher Sales Director will be responsible for selling CCC’s solutions to publisher prospects who pursue digital transformation initiatives within their organizations.​ Specific examples include publishing leaders who seek to navigate vast amounts of data to discover actionable insights. Publishing leaders who seek to improve and semantically enrich metadata, and overall quality of data and who understand the importance of connecting content and rights in contextually relevant ways. And, publishers who seek to increase efficiency and exploit new opportunities for licensing revenue by outsourcing copyright permissions and licensing and/or identifying new markets for rights.

The role includes prospecting, presenting to, negotiating, and closing solutions that include rights and content licensing, technology, and professional services.​ The ideal candidate will be self-motivated and have success working with V/​C-level decision makers.

SKILLS/ABILITIES/COMPETENCIES: 

• Understand and articulate CCC’s value proposition(s) in context of the prospect’s objectives, goals and needs.​ Lead negotiations, coordinate complex decision-making process, and overcome objections to capture new business opportunities.
• Manage and close sales solutions through accurate forecasting, account and opportunity planning, account resource allocation and opportunity management.​ Submit accurate and timely forecasts that are aligned with assigned sales quotas.
• Prepare and deliver persuasive internal and client facing presentations while coordinating, as needed, internal resources to close contracts.​ Adept at presenting sales solutions along a timeline when needed.
• Learn and maintain in-depth knowledge of CCC products and services, which include licenses and software.
• Develop and maintain competitive knowledge on industries and products to leverage in the sales cycle.
• Support marketing related events, seminars, mailings and call campaigns to increase brand awareness and presence in the market.

QUALIFICATIONS: 

• Minimum 5 years of proven B2B software solution selling/​sales experience.​ BS/​BA required.​ A proven track record in successfully prospecting, negotiating and closing complex software sales. 
• Prior successful experience selling software consulting services with experience using the Challenger Sales methodology.
• Demonstrated history of meeting or exceeding quarterly and annual sales goals and quotas.​
• Excellent communication (verbal and written), interpersonal, and presentation skills.​
• Must be able to work independently and manage own activities to reach stated goals while maintaining detailed records and forecasts.​
• A high level of energy, self-motivation, and a passion for success required.​
• Strong network of senior decision-making operational leaders across the publishing industry, including one or more of: trade, STM, education and news.
• Working knowledge of Microsoft office products, including Word, Excel and Outlook; and must demonstrate general “computer savvy”.​
• Familiarity with Salesforce.com preferred.