Strategic Account Manager, Intellectual Property

🔥 2 minutes ago

🇺🇸 United States – Remote

💵 $130k - $175k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

🦅 H1B Visa Sponsor

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Clarivate

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2016

💼 Consulting

🏥 Healthcare

📚 Education

Consulting • Healthcare • Education

Clarivate is a leading global provider of transformative intelligence and comprehensive solutions in the areas of Academia & Government, Intellectual Property, and Life Sciences & Healthcare. The company offers a range of enriched data, insights, analytics, workflow software, and expert services to support research institutions, library services, and intellectual property management. Clarivate's well-known products and services include Web of Science, ProQuest, Ex Libris, and Cortellis, which help drive research excellence, support IP management, and advance innovation in healthcare. Clarivate aims to empower academic institutions, government organizations, corporations, and law firms with the data and insights needed to make informed decisions and foster innovation.

📋 Description

• 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 solution adoption and customer 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

🎯 Requirements

• 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%

🏖️ Benefits

• 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