• Senior Sales Manager (Patents)

    Job Location(s) US-CA-San Jose
    Posted Date 4 months ago(3/20/2018 3:56 PM)
    Job ID
    2018-29030
    Category
    Sales/CS/Business Development
    Position Type
    Perm
    # of Openings
    1
  • Overview

    The Senior Sales Manager role is key to increasing revenue and opportunities for the sales division.This role will be responsible for remote selling to an identified list of accounts within a designated territory, maximizing upsell at existing accounts and prospecting net new customers for firm in the North American Marketing.

    Responsibilities

    • Individual Contributor role responsible for hunting new business;
    • Drives revenue growth of IP Services by meeting or exceeding new sales goals on monthly and quarterly basis;
    • Pursues net new business through a high volume of strategic prospecting and account development;
    • 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 orders;
    • 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 IPS revenues;
    • Contributes to the development of new sales revenues and client retention by identifying potential sales and retention opportunities, conducting 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 to identify cross-sell opportunities;
    • Captures and records customer information and sales activity data into customer relationship management system;
    • Maintains and reports regularly on a pipeline of sales activity, revenue forecasts and closing timetables;
    • 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.

    Qualifications

    • University Degree required;
    • 5-10 years of successful software sales experience, Alternative data analytics industry(Clarivate Analytics,CEIC) background preferred;
    • Prior intellectual property knowledge and familiarity with the patents lifecycle is strongly preferred;
    • Proven consultative sales abilities in law firms or legal departments of corporations is preferred;
    • Proven track record of successful prospecting and consistent achievement of targets in a complex sales environment;
    • Knowledge of SPIN and/or Miller Heiman sales methodologies;
    • 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;
    • Must have strong presentation, communication, negotiation, interpersonal and time management skills;
    • Solid knowledge of computers and business

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