Account Manager – Intellectual Property

This is a fully remote position, open to applicants in Germany.

📋 Description

• Take charge of the entire sales cycle for a designated portfolio of mid-market accounts, starting from initial engagement to renewal, upselling, and expansion.

• Cultivate and strengthen relationships with existing customers while strategically identifying and developing new opportunities within the assigned accounts.

• Create and implement account plans aimed at increasing revenue, enhancing solution adoption, and consistently surpassing annual quotas.

• Lead value-driven discovery discussions with business and legal stakeholders to identify brand protection challenges, portfolio priorities, and growth initiatives.

• Position Brand IP solutions as essential enablers for brand protection, risk mitigation, and business growth, in alignment with customer objectives.

• Oversee intricate, multi-stakeholder opportunities, which include commercial negotiations and executive alignment.

• Work closely with Solution Specialists, Customer Success, Renewals, Partners, and Marketing to ensure successful outcomes throughout the customer lifecycle.

• Maintain precise forecasting, pipeline visibility, and account reporting.

• Regularly engage with customers (including on-site visits) to reinforce relationships and uncover expansion opportunities.

• Represent Clarivate at company-led and industry events.

• Serve as a trusted advisor and role model within the organization, sharing best practices and contributing to team success.

⛳️ Requirements

• Bachelor’s Degree or equivalent qualification.

• A minimum of 5 years of experience in a quota-carrying Account Management role.

• Proven track record in a quota-carrying Account Management or Sales position, ideally within SaaS, data, or Intellectual Property (experience with Brand solutions is advantageous).

• Demonstrated capability to manage full sales-cycle processes involving multiple stakeholders.

• Strong experience in engaging with senior decision-makers or C-level executives.

• A history of self-driven pipeline generation and consistent quota attainment.

• Strategic mindset with the ability to conduct structured discovery and develop business cases.

• Experience collaborating with partners and cross-functional teams.

• Proficiency in using CRM and sales enablement tools for managing pipeline, forecasting, and account plans.

• Excellent presentation, communication, and negotiation skills.

• High level of ownership, resilience, and ambition.

• Willingness and capability to travel regularly to customer sites.

• Familiarity with value-based selling methodologies (MEDDPICC).

• Full fluency in both English and German.

🏝️ Benefits

• Equal employment opportunities for all qualified individuals.

• Compliance with applicable laws and regulations regarding non-discrimination.