The posting
Together we make breakthroughs possible.
At OCLC, we build technology with a purpose: to connect libraries and make knowledge accessible worldwide, because we believe that what is known must be shared. Our teams work with complex global datasets, AI and machine learning, hybrid cloud solutions, and other technologies that connect people and organizations to the information they need. We value the power of unique perspectives and experiences to unlock innovation. At OCLC, your ideas matter, whether you have two years of experience or 20. You’ll learn, create, and problem-solve with technologists, product developers, librarians, researchers, marketing pros, and support teams around the world.
Why join OCLC?
OCLC is consistently recognized as a best place to work by several independent programs. We recognize and reward people and results with a comprehensive Total Rewards package. This means competitive compensation that reflects your unique contributions—performance, experience, and skills—along with exceptional benefits, including best-in-class health coverage, retirement plans with generous company contributions, and a commitment to your overall well-being.
- We know the best ideas don’t always happen at a desk. Take a walking meeting around our 100-acre campus or enjoy lunch on the patio. We’re committed to your success—both personally and professionally. Hybrid work environment: For many roles, three days a week on-site, with occasional additional days based on business needs.
- Free use of our on-site fitness center, gym sports, group exercise classes, and game room
- Onsite catering and cafeteria subsidized by OCLC
- Health and wellness events
- Work environments with individual and team spaces and the latest technology tools
- Paid parental leave and adoption assistance
- Tuition reimbursement and Public Service Loan Forgiveness eligibility
- Company-subsidized pricing on local tickets and memberships
Join us in transforming how people everywhere access information and be part of a mission-driven team that makes a global impact.
The job details are as follows:
The Senior Sales & Commission Analyst is responsible for three main areas: Commission Management; Sales Reporting and Analytics; and RFP and Strategic Pricing Analysis. This position leads the development of the sales incentive plans and manages the monthly commission process for Library Services of the Americas. It is responsible for delivering key sales reports and analytics for executive leadership. The Senior Sales & Commission Analyst is the strategic pricing lead for RFPs, groups, and any other strategic pricing requests.
Responsibilities
Commission Management
- Design and implement sales incentive plans. Manage the initial design and the on-going administration. Facilitate brainstorming sessions with sales management soliciting input on the new fiscal year plans. Collaborate with cross-functional teams to design incentive commission plans for a variety of roles, incorporating feedback from executives and organizational stakeholders into the plan design. Evaluate all sales commission processes and ensure continuous methodology enhancements.
- Manage the monthly commission process, including the monthly processes around data compilation, participant setups, commission/bonus calculations, audits, review of commission payments, and compliance with policy and commission plans to ensure timeliness and accuracy. Audit data integrity within Xactly, NetSuite, and SalesForce to ensure accurate commission payouts each month.
- Serve as project manager for Xactly sales incentive system in the Americas. Serve as Xactly subject matter expert for all OCLC users, including the global technical and finance teams, as well as the sales management teams in regions outside of the Americas.
- Manage the design and implementation of the Xactly sales incentive system for the Americas, including customizing and testing updates and new releases. Manage, design and implement new commission tools and systems.
- Support all new and existing Americas sales team members including training and researching and resolving questions/discrepancies identified by the sales team.
Reporting & Analytics
- Develop and deliver monthly dashboards/analytics to Sales management and executives on key performance toward sales goals and commission earnings trends.
- Develop sales pipeline reporting and analysis for sales executives including metrics such as sales cycles for key products, product pipeline velocity, and conversion rate per sales stage.
- Collaborate with the finance team in developing the annual Americas sales budget and forecasting. Develop waterfall reports, at-risk renewal reports and detailed trending analysis of the sales cycle to support the revenue budget.
- Develop waterfall reports and detailed financial and sales analysis to support executives in analyzing the financial impacts of new product launch, mergers, acquisitions and sales partnerships.
- Manage and develop both ad-hoc and scheduled reports to fulfill requests from sales, product and executive teams.
RFP & Strategic Pricing Analysis
- Serve as the strategic pricing lead for RFPs and any other strategic pricing requests. This includes reviewing the RFP documents and collaborating with cross-functional sales, finance and product teams to develop the appropriate pricing for the requested products or services. Using data from a variety of sources/platforms, analyze the data to develop the best pricing options that fulfill the RFP requirements.
- Manage RFP pricing procedure. Develop pricing presentation for each RFP response that fulfills the requirements and accurately depicts the OCLC pricing solution. Create pricing scenarios to review with sales management and consultants, based on the unique requirements of each RFP. Develop final pricing presentation for each RFP response, ensuring that all RFP requirements are met.
- Participate and present in RFP strategy sessions and strategic pricing meetings with sales executives, management, and consultants.
- Serve as cross-functional back-up to other business and sales analysts for all other pricing needs.
Qualifications
- Bachelor’s degree in business or related field of study. Significant related experience may be considered in place of degree.
- At least 5 years of experience in sales reporting and product pricing.
- Strong presentation and communication skills with the ability to communicate with executive leadership. Ability to handle stressful situations with tact and diplomacy.
- Excellent analytical and reporting skills with the ability to understand the sales process and customer accounts to accurately interpret data.
- Ability to work independently toward project deliverables and manage multiple tasks against deadlines.
- Experience with NetSuite, Xactly, and SalesForce or similar systems.
- Must be proficient in Microsoft Office and highly skilled with Excel.
- High level of attention to detail and accuracy.
Working Conditions
- Indoor office environment, no hazardous conditions.
- Occasional overnight travel may be required.
- Exposure to computer monitors.
ADA/EAA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.
