Senior Software Sales Specialist – Business Development Manager

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🔥 6 hours ago

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Dennemeyer

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1962

🏢 Enterprise

Legal • Enterprise • Software

Dennemeyer is a global leader in Intellectual Property (IP) management, providing a comprehensive suite of IP services and solutions. Since 1962, Dennemeyer has been a trusted partner in managing and protecting IP rights across the globe. The company offers IP maintenance services such as patent and trademark renewals, IP software for management and analysis, and consulting services to optimize IP portfolios and strategies. Dennemeyer also provides anti-counterfeiting measures, copyright protection, and litigation support. With over 20 offices worldwide, Dennemeyer manages over three million IP rights for around 8,000 clients. Their innovative platforms, like the AI-driven patent search and analysis tool Octimine, enhance IP management with advanced technology and data-driven insights. Commitment to sustainability is reflected in their ESG initiatives for sustainable IP practices.

📋 Description

• Identify, qualify, and pursue software opportunities among new and existing clients within corporate legal departments, law firms, universities, research institutions, and innovation-focused organizations. • Develop and execute strategic territory and account plans aligned with revenue and growth objectives. • Consistently meet or exceed individual quota targets and team revenue goals. • Build and maintain a high-quality pipeline through outbound prospecting, referrals, events, and partner channels. • Own the full sales cycle from initial engagement through deal structuring, negotiation, and contract execution. • Understand customer business objectives, legal workflows, intellectual property management processes, and technology requirements. • Conduct discovery meetings, executive presentations, and value-based sales engagements. • Clearly articulate the business value, ROI, efficiency gains, compliance benefits, and risk reduction of the company’s solutions. • Develop tailored proposals and business cases that address customer-specific challenges. • Collaborate with Sales Engineering to deliver customized software demonstrations and proofs of concept aligned with key use cases and client needs. • Establish trusted advisor relationships with legal and IP executives, paralegals, legal operations professionals and law firm partners and IT teams. • Maintain relationships throughout the customer lifecycle. • Collaborate with customer success teams to identify expansion, upsell, and cross-sell opportunities. • Stay informed on trends in IP management, legal operations, AI-driven legal technology, and digital transformation. • Represent the company at industry events, trade association meetings, webinars, and customer events.

🎯 Requirements

• Bachelor’s degree or equivalent professional experience. • 7–15 years of proven success in enterprise SaaS or software sales. • Demonstrated success selling SaaS or enterprise software solutions with annual contract values ranging from $10,000 to $100,000+. • Experience selling to one or more of the following: Corporate legal departments, Intellectual property departments, Law firms, Universities and research institutions, Technology transfer offices, Innovation and R&D organizations. • Consistent history of meeting or exceeding annual sales quotas. • Proven ability to manage complex sales cycles with multiple stakeholders. • Strong executive presence and presentation skills. • Strong negotiation and contract management skills.

🏖️ Benefits

• Competitive base salary with uncapped commission structure, including additional incentives tied to new business acquisition, strategic account growth, and achievement of annual performance objectives. • Comprehensive benefits package included.