Clarivate Analytics - Alexandria, VA
posted 5 months ago
About the position
As an Account Manager on the Intellectual Property Business team, you will be responsible for the maintenance of existing revenues from a defined client base and identification of growth opportunities from new accounts. This role supports the patent market, representing a variety of IP solutions including Patent Annuities, IPMS (IPFolio, Foundation IP, TIPMS), IPAdmin services, Patent search & analytics, Patent search tools (Innography & Derwent Innovation), Patent translation/drafting/illustration, IP consulting, and other related solutions. In this position, you will be expected to achieve and exceed the territory sales plan by reaching the sales territory targets for both new and retention business. You will manage your sales pipeline accurately and consistently, following Clarivate's sales cycle, which includes a defined process in Salesforce. Continuous learning and improvement of your understanding of the relevant set of Clarivate products and market competitors will be crucial. You will actively participate in team meetings and events, sharing your customer, product, and sales knowledge with the team and organization. Your responsibilities will also include the creation and updating of account profiles, delivering quotes, and building deals and opportunities in Salesforce. Developing and instilling confidence and trust with your core list of accounts while expanding the contact base will be essential for success in this role. The team consists of 7 members focused on clients, both new and existing, who utilize the suite of patent products. The team operates independently on a day-to-day basis but routinely connects to uncover creative solutions for clients and share best practices. Collectively, the team is responsible for achieving a sales target of over $6 million in new business annually, making every member's contribution vital to the unit's success.
Responsibilities
- Achieve/exceed territory sales plan by reaching the sales territory targets for new and retention business
- Manage sales pipeline accurately and consistently following Clarivate's sales cycle in Salesforce
- Continuously learn and improve understanding of Clarivate products and market competitors
- Participate in team meetings/events and share customer, product, and sales knowledge
- Attain required meeting volumes as defined by Sales Management
- Create and update account profiles, deliver quotes, and build deals/opportunities in Salesforce
- Develop and instill confidence and trust with core accounts while expanding the contact base
Requirements
- Bachelor's degree in Business, Law, or related field or equivalent relevant work experience
- 5+ years of experience working in sales in a corporate environment
- Self-starter who is driven and understands how to generate/find and grow new business
- General knowledge and understanding of utilizing the Microsoft suite of products and Salesforce for client and opportunity management
- Well organized, persistent, and motivated to overachieve against target
- Understanding of solution selling and experience in selling on 'value' vs price
Nice-to-haves
- Experience or knowledge of IP products or market
