Strategic Account Manager, Intellectual Property

🕒 Outubro 2

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $130.000 - $175.000 / ano

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

💰 Gerente de Contas

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Clarivate

SiteLinkedInTodas as Vagas

10.000+ funcionários

Fundada em 2016

💼 Consultoria

🏥 Saúde

📚 Educação

Consulting • Healthcare • Education

Clarivate é um provedor global líder de inteligência transformadora e soluções abrangentes nas áreas de Academia & Governo, Propriedade Intelectual e Ciências da Vida & Saúde. A empresa oferece um portfólio de dados enriquecidos, insights, analytics, software de workflow e serviços especializados para apoiar instituições de pesquisa, serviços de biblioteca e a gestão de propriedade intelectual. Entre os produtos e serviços reconhecidos da Clarivate estão Web of Science, ProQuest, Ex Libris e Cortellis, que impulsionam a excelência em pesquisa, sustentam a gestão de PI e promovem a inovação em saúde. A Clarivate tem como objetivo capacitar instituições acadêmicas, órgãos governamentais, corporações e escritórios de advocacia com os dados e insights necessários para tomar decisões informadas e fomentar a inovação.

Descrição

• Own and grow revenue across an assigned portfolio of strategic accounts • Develop and execute comprehensive multi-year account plans aligned with customer business priorities and growth objectives • Identify and pursue cross-sell, upsell, whitespace, and expansion opportunities across Clarivate's Patent, Trademark, IP Management, Analytics, and Services portfolios • Build and maintain a healthy pipeline of qualified opportunities • Leverage account intelligence and market insights to prioritize growth initiatives and maximize account penetration • Coordinate executive sponsorship programs and strategic account governance activities • Establish and maintain trusted advisor relationships with executive sponsors, key decision-makers, and influencers • Develop stakeholder engagement plans across business, legal, innovation, technology, procurement, and operational functions • Conduct Executive Business Reviews and strategic account reviews • Understand customer strategies, innovation initiatives, challenges, and organizational goals • Position Clarivate solutions as strategic enablers and deliver measurable business value • Lead renewal strategy and execution to achieve or exceed retention targets • Partner with Customer Success, Professional Services, Product Specialists, and Support teams to drive adoption and value realization • Identify account risks and develop mitigation strategies • Monitor customer health, engagement, and business outcomes • Cultivate customer advocacy and reference relationships • Manage complex enterprise-level sales cycles involving multiple stakeholders and business units • Lead proposal development, business case creation, contract negotiations, and commercial discussions • Develop and present value-based ROI and business outcome narratives • Negotiate pricing, contract terms, and commercial agreements • Maintain forecast accuracy, pipeline management, and CRM discipline • Collaborate with Legal, Finance, Product Management, Marketing, Services, and Customer Success teams • Stay current on Intellectual Property, innovation management, R&D, patent strategy, trademark protection, AI-enabled workflows, and legal technology trends • Share competitive intelligence, customer insights, and market feedback • Identify emerging customer needs and market opportunities • Contribute to account management best practices and sales excellence initiatives

🎯 Requisitos

• Bachelor's degree or equivalent professional experience • 10+ years of experience in enterprise sales, strategic account management, business development, customer success, or related commercial roles • 7+ years of experience managing complex B2B sales cycles and customer relationships • Experience supporting Intellectual Property, Patent, Trademark, Innovation, Legal, R&D, Brand Protection, Technology, or Information Services organization • Knowledge of intellectual property lifecycle management, patent intelligence, trademark protection, IP management software, patent renewals, or related disciplines • Experience selling SaaS, software, subscription, analytics, data, workflow, information, or professional services solutions • Demonstrated success achieving revenue growth, retention, and expansion objectives • Experience managing sophisticated enterprise or strategic customer portfolios • Experience utilizing Salesforce or similar CRM platforms, including pipeline forecasting and account planning • Ability to work cross-functionally and effectively coordinate internal resources to meet customer needs • Must be able to travel up to 25%

🏖️ Benefícios

• Medical insurance • Dental insurance • Prescription drug coverage • Life insurance • 401(k) with match • Long-term disability coverage • Vacation • Sick time • Volunteer time • Discount programs • Sales incentive earnings eligibility