Job Location : Richmond,VA, USA
The Senior Account Manager - IP Solutions is responsible for managing an existing portfolio of strategic customer accounts to achieve the desired new business and retention rates. This role will report to the regional Sales Director for the North American Sales Patent Business and will be responsible for selling subscription-based products, workflow software and services, covering the entire patent life cycle. If you have a proven track record of success in growing business with the ability to sell consultative Intellectual Propertysolutions, we want to hear from you.
About You - experience, education, skills, and accomplishments
Bachelor's degree or equivalent, relevant work experience
5+ years of experience in IP sales with a demonstrated track record of performance and success
It would be great if you also had...
Passion for building customer relationships, interest in the business and innovation life cycle of our customers, uncovering opportunities to support our client's growth and success, solving complex operational challenges, and strengthening Clarivate's partnership with the IP community
Strong account management, planning, and accurate forecasting skills
Ability to develop an understanding of business challenges related to IP and R&D
Business intelligence or SAAS sales experience in the IP industry
Experience at creating new customer relationships at industry events and conferences
Experience and knowledge in the IP Life Cycle of a patent and the processes and workflows involved in the journey from ideation to prosecution, maintenance and protection
Comfortable and confident in conversing with senior and executive level IP leaders in the corporate segment, attorneys, agents, paralegals, and operational support teams
Great organization and time management skills, knowledge of Salesforce
Existing knowledge of Clarivate products/services and their competitors is a distinct advantage
What will you be doing in this role?
Meet and exceed sales targets for assigned products and territory, driving both growth and retention.
Prospect, develop, and support new business opportunities within your territory, collaborating with internal partners to expand market share.
Build and manage a robust sales pipeline with a focus on increasing deal size and velocity, ensuring consistent growth.
Utilize domain expertise to position value-added solutions that drive larger deals.
Implement sales strategies and execute 'Sales Plays' to maximize cross-sell growth.
Cultivate strong customer relationships, gaining trust and becoming a trusted advisor to senior stakeholders.
Collaborate with Account Managers, Leadership, Pre-Sales, and Customer Success to align on territory planning, sales strategies, and customer engagement.
Manage sales opportunities in Salesforce, keeping records up-to-date and ensuring stakeholders are informed of deal developments.
Provide regular reports on activities, pipeline, sales forecasts, and customer visits, including updates on closing timetables.
Work closely with Sales Enablement, Marketing, and other commercial teams to develop and execute sales campaigns and lead generation initiatives.
Continuously acquire and apply relevant market, industry, and product knowledge to support sales success.
Develop and execute strategic account and territory plans, focusing on both retention and new business growth.
Achieve new business and renewal revenue goals on a monthly, quarterly, and annual basis.
Maintain strong relationships within client organizations and with key internal stakeholders to maximize Clarivate's presence and impact.
Present a professional and consistent image of Clarivate, ensuring high levels of client satisfaction.
About the Team
You will be joining a team of corporate IP consultative sales professionals operating with a high level of energy, performance and passion in supporting the growth and success of our clients. With an average of 5+ years experience in the IP industry, you have the support and comradery of a team of experts with proven success and high achievement. Multiple teams within Clarivate are aligned to support all facets of customer experience and partner with our account management team in delivering quality services and solutions to our client community. Clarivate believes in the career growth and evolution of all employees, with most of our leadership driving our company's success for decades.
Hours of Work
Full-time, permanent - hybrid or remote, depending on candidate position. Up to 50% travel required
Clarivate is an Equal Opportunity Employer Vets/Minorities/Women/Disabled