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Strategic Account Manager, Law Firms, IP

Company: Clarivate Analytics US LLC
Location: Alexandria
Posted on: June 26, 2019

Job Description:

CLARIVATE ANALYTICS CLIENTS ARE THE TRAILBLAZERS AND RISK TAKERS WHO COME UP WITH LIFE-CHANGING IDEAS. WE RE LOOKING FOR OUR OWN TRAILBLAZERS TO HELP US KEEP PROVIDING CLIENTS SOME OF THE WORLD S MOST TRUSTED BRANDS, SPANNING SCIENTIFIC AND ACADEMIC RESEARCH, PATENT ANALYTICS, PHARMACEUTICAL AND BIOTECH INTELLIGENCE AND IP MANAGEMENT.

WE RE AN INDEPENDENT OWNED COMPANY WITH A RICH HERITAGE AND A BOLD ENTREPRENEURIAL MISSION. IF YOU RE EXCITED BY THE THOUGHT OF HELPING PEOPLE AND ORGANIZATIONS GO FROM NEW IDEAS TO LIFE-CHANGING INNOVATIONS FASTER, WE RE EXCITED TO CONSIDER YOU FOR A POSITION AT CLARIVATE.

At Clarivate Analytics, our clients are the trailblazers and risk takers who come up with life-changing ideas. We re looking for our own trailblazers to help us keep providing clients some of the world s most trusted brands, spanning scientific and academic research, patent analytics, pharmaceutical and biotech intelligence and IP management.

We believe what we do matters. All over the world, decision-makers depend on us for the essential knowledge that can justify their strategies, promote outstanding research and business growth, and keep them abreast of the market. We are passionate about our work, inspired by the impact it has on our business and our customers. As a team, we believe in winning as one collaborating to reach shared goals, and developing through challenging and meaningful experiences. We work flexibly across boundaries and realize innovations that help shape industries around the world. Bring your ambition to make a difference; we ll bring a world of opportunities.

Clarivate Analytics is now an independent company with over 4,000 employees, operating in more than 100 countries and owns well-known brands that include Derwent Innovation, Web of Science, Cortellis, CompuMark, MarkMonitor and Techstreet, among others. For more information, visit Clarivate.com.

MAIN PURPOSE OF JOB:

The role of the Strategic Account Manager will be an integral member of the Intellectual Property sales team. The Sales Consultant is responsible for understanding the customer s business needs in detail and aligning their needs with appropriate solutions to proactively drive workflow-specific growth and new sales opportunities to meet and exceed sales quota on a consistent basis.

The Strategic Account Manager will have an in-depth and detailed understanding of the Intellectual Property industry, building on this foundation to present viable and attractive solutions to client firms. The role will focus on new sales business development for IP products and services within the designated growth market of legal/law firms.

DUTIES AND RESPONSIBILITIES:

* Drives revenue growth of IP products and services by meeting or exceeds both new sales goals on monthly and quarterly basis.

* Pursues net new business through a high volume of strategic prospecting and account development within the law firm market.

* Analyzes client needs and develop strategies tailored to each organization.

* Maintains, develops and grows a rigorous pipeline, with accurate forecasting.

* Negotiates and closes business segment customer contracts.

* Creates and manages a territory development plan and reports on results.

* Utilizes knowledge of Intellectual Property to conceive and position value-added solutions to promote business growth in the corporation and to lift growth in IP revenue.

* Contributes to the development of new sales revenues and client retention by identifying potential sales and retention opportunities, conducting in pre-sales calls, delivering customized presentations, creating written proposals and providing subject-matter expertise.

* Builds strong trust relationships with clients, creating trust and confidence at multiple levels, including users, key contacts, managers and business leaders, to increase revenue and sales opportunities.

* Collaborates with internal stakeholders including other sales teams in life sciences market to identify opportunities for IP products and services

* Captures and records customer information and sales activity data into customer relationship management (CRM) system and appropriate business systems

* Maintains and reports regularly on a pipeline of sales activity, revenue forecasts and closing timetables.

* Operates as an integral member of the Regional sales team, contributing skills and knowledge to the development of accounts.

* Obtains competitive information during daily contacts and distributes as appropriate so as to develop sales strategies.

* Proactively work with internal support groups to ensure a coordinated and effective sales effort.

* Assist in establishing product development priorities based on customer experience.

KNOWLEDGE, SKILLS AND ABILITIES REQUIRED:

* Degree required

* Prior Intellectual Property knowledge and familiarity with the patents and trademark lifecycle is preferred

* Experience selling to law firms and knowledge of legal market is desirable

* Minimum of 4 years sales experience in a consultative selling environment

* Proven track record of successful prospecting and consistent achievement of targets in a complex sales environment

* Proven consultative sales abilities in these areas: research and development, competitive intelligence and legal departments of corporations

* Knowledge of a solution selling methodology preferred

* Proven ability to work well in a matrix environment, collaborate across multiple departments and influence all levels within an organization; willingness to collaborate and bring in appropriate resources to close sales

* Assimilates new information readily and is able to apply this knowledge within a customer organization

* Ability to consult with and advise customers in order to identify their needs and apply knowledge to understand customer workflows and what is important to their business; including best practice sharing

* Comfortable building ROI calculations, and demonstrating value through pay-back/financial assumptions.

* Excellent organizational skills-ability to manage multi-stage process pipeline

* Ambitious self-starter with high energy and motivation

* Ability to work independently and as part of a team in a fast-paced, changing environment

* Must have strong presentation, communication, negotiation, interpersonal and time management skills

* Desire to learn and grow with an evolving organization a must. Focus on professional development will be key

* Solid knowledge of computers and business software applications.

* Ability to travel up 50%

LANGUAGE REQUIREMENTS:

* English

It is the policy of Clarivate to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, pregnancy, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Clarivate will provide reasonable accommodations for qualified individuals with disabilities.

Keywords: Clarivate Analytics US LLC, Richmond , Strategic Account Manager, Law Firms, IP, Executive , Alexandria, Virginia

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