Account Manager – Intellectual Property

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Clarivate

Site WebLinkedInTous les Emplois

10 000+ employés

Fondée en 2016

📚 Éducation

⚕️ Assurance santé

Education • Healthcare Insurance • Intellectual Property

Clarivate est un fournisseur mondial de premier plan d'intelligence transformatrice et de solutions complètes dans les domaines de l'Académie et du Gouvernement, de la Propriété Intellectuelle, et des Sciences de la Vie et de la Santé. L'entreprise offre une gamme de données enrichies, de perspectives, d'analyses, de logiciels de gestion de flux de travail et de services d'experts pour soutenir les institutions de recherche, les services de bibliothèque et la gestion de la propriété intellectuelle. Les produits et services bien connus de Clarivate incluent Web of Science, ProQuest, Ex Libris et Cortellis, qui contribuent à favoriser l'excellence de la recherche, supporter la gestion de la PI et faire progresser l'innovation dans la santé. Clarivate vise à donner aux institutions académiques, aux organisations gouvernementales, aux entreprises et aux cabinets d'avocats les données et les perspectives nécessaires pour prendre des décisions éclairées et encourager l'innovation.

Description

• Own and drive the full sales cycle across a defined portfolio of mid-market accounts, from initial engagement through renewal, upsell, and expansion • Build and deepen relationships within existing customers while strategically identifying and developing new opportunities within assigned accounts • Develop and execute account plans to grow revenue, increase solution adoption, and consistently exceed annual quota • Lead value-based discovery conversations with business and legal stakeholders to uncover brand protection challenges, portfolio priorities, and growth initiatives • Position Brand IP solutions as strategic enablers of brand protection, risk mitigation, and business growth, aligned to customer objectives • Manage complex, multi-stakeholder opportunities, including commercial negotiations and executive alignment • Collaborate closely with Solution Specialists, Customer Success, Renewals, Partners, and Marketing to drive successful outcomes across the customer lifecycle • Maintain accurate forecasting, pipeline visibility, and account reporting • Engage regularly with customers (including on-site) to strengthen relationships and identify expansion opportunities • Represent Clarivate on company-led and industry events • Act as a trusted advisor and role model within the organization, sharing best practices and contributing to team success

🎯 Exigences

• Bachelor’s Degree or equivalent • 5+ years of experience in a quota-carrying Account Management role • Proven experience in a quota-carrying Account Management or Sales role, preferably within SaaS, data or Intellectual Property (experience with Brand solutions is a plus) • Demonstrated ability to manage full sales-cycle processes with multiple stakeholders • Strong experience engaging senior decision makers or C-levels • A track record of self-driven pipeline generation and consistent quota achievement • Strategic mindset with the ability to run structured discovery and build business cases • Experience working with partners and cross-functional teams • Comfort using CRM and sales enablement tools to manage pipeline, forecasting, and account plans • Strong presentation, communication, and negotiation skills • High level of ownership, resilience, and ambition • Willingness and ability to travel regularly to customer sites • Experienced with value-based selling methodologies (MEDDPICC) • Full fluency in English and German.

🏖️ Avantages

• Equal employment opportunities for all qualified persons • Comply with applicable laws and regulations governing non-discrimination