Senior Account Manager - B2B - IP Solutions

Sr Account Manager - IP sector exp must

This is an account management role. We are looking for an energetic and consultative sales professional. He/she will use his/her knowledge and experience of selling solutions to grow products. He/she will own their territory plan (select large accounts) and drive the growth of a defined set of regional growth customers.

The successful candidate will be responsible for building effective retention and growth strategies for his/her territory. This position is responsible for the execution of new business and cross-sell strategies for a defined territory of clients. He/she will have a customer-centric approach, which results in the achievement of sales targets. Our customers are the world's most IP-savvy corporations.

The RCM will oversee the commercial relationship with each customer. The RCM will use their knowledge of their clients, their geographic market(s) and the IP industry at large, to build trust and credibility. The Regional Client Manager will reach or exceed a new business or total business target for the specified products and services in their assigned territory. This is a great opportunity for an energetic sales professional to join a high performing Sales team, and to capitalize on strong product brands with a loyal customer base.

Key Accountabilities:

Account Planning: formulate an overall territory plan and individual account plans for each customer; ensure a coordinated approach with colleagues to value-based selling strategies

New business targets: generate revenue growth by achieving sales target

products and services, through new sales, upsell and cross-sell into assigned accounts

Retention targets: protect revenue by achieving retention target ,Segment products and services; make sure that retention is completed for assigned accounts before contract date

Demand creation: analyze the defined territory, identify white space, and proactively develop new demand for solutions, in conjunction with Sales Specialist colleagues as required

Solution selling: use the WITY methodology and your own intellectual curiosity to understand the strategic issues and priorities affecting your clients; apply to new sales and retention work

Relationship management: establish and develop meaningful relationships with key buying centers in each customer; maintain a relationship map for each account

Value positioning: deliver quality proposals and propositions to customers, to address their specific requirements; adopt an "outside-in" mindset and a consultative approach to selling

New account transitions: in addition to the defined territory, RCMs will be expected to take on some new customers during the year, when Sales Specialists have closed "new logo" sales

Accurate forecasting: Commit to the Review & Plan (R&P) process and manage pipeline in SFDC to ensure accurate sales forecasting, and high conversion win rates

Knowledge, Skills and Capabilities Required:

- At least 6-8 years of solution selling experience, primarily in a B2B selling environment

- Proven track record selling to corporations and/or law firms

- A strong understanding of the use cases for IP Group solutions

- Strong results orientation, with the drive to achieve or exceed a sales quota

- Passionate about closing business, allied to a desire to solve problems for clients

- Operates with a "can do" attitude and can work in a "sales pod" environment

- Ability to operate successfully with approx. ~50+ clients, across multiple levels of seniority

- Commercial acumen and professional rigors, especially when negotiating contract terms

- Has IP industry knowledge, especially patents, which builds credibility with each client

- Demonstrated ability to work through periods of ambiguity and change, which can occur when a business is being transformed for growth

- Excellent written, verbal, interpersonal and public presentation skills

- A desire to win, allied to strong ethical values and professional integrity

- Uphold the company's values and ethics; demonstrate sales professionalism, teamwork and accountability at all times