Strategic Account Manager, Intellectual Property

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

📋 Description

• Take ownership and drive revenue growth within a designated portfolio of strategic accounts.

• Create and implement detailed multi-year account plans that align with customer business priorities and growth goals.

• Identify and seek out cross-selling, upselling, whitespace, and expansion opportunities across Clarivate's Patent, Trademark, IP Management, Analytics, and Services portfolios.

• Develop and sustain a robust pipeline of qualified opportunities.

• Utilize account intelligence and market insights to prioritize growth initiatives and enhance account penetration.

• Organize executive sponsorship programs and oversee strategic account governance activities.

• Build and maintain trusted advisor relationships with executive sponsors, key decision-makers, and influencers.

• Create stakeholder engagement plans across business, legal, innovation, technology, procurement, and operational functions.

• Conduct Executive Business Reviews and strategic account assessments.

• Comprehend customer strategies, innovation initiatives, challenges, and organizational objectives.

• Position Clarivate solutions as strategic enablers that deliver measurable business value.

• Lead renewal strategies and execution to meet or surpass retention targets.

• Collaborate with Customer Success, Professional Services, Product Specialists, and Support teams to enhance solution adoption and customer value realization.

• Identify potential account risks and formulate mitigation strategies.

• Monitor customer health, engagement, and business outcomes.

• Foster customer advocacy and reference relationships.

• Manage complex enterprise-level sales cycles that involve multiple stakeholders and business units.

• Oversee proposal development, business case formulation, contract negotiations, and commercial discussions.

• Create and present value-based ROI and business outcome narratives.

• Negotiate pricing, contract terms, and commercial agreements.

• Ensure forecast accuracy, pipeline management, and CRM discipline.

• Collaborate with Legal, Finance, Product Management, Marketing, Services, and Customer Success teams.

• Stay updated on trends in Intellectual Property, innovation management, R&D, patent strategy, trademark protection, AI-enabled workflows, and legal technology.

• Share competitive intelligence, customer insights, and market feedback.

• Recognize emerging customer needs and market opportunities.

• Contribute to best practices in account management 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 in supporting Intellectual Property, Patent, Trademark, Innovation, Legal, R&D, Brand Protection, Technology, or Information Services organizations.

• Knowledge of intellectual property lifecycle management, patent intelligence, trademark protection, IP management software, patent renewals, or related fields.

• Experience in selling SaaS, software, subscription, analytics, data, workflow, information, or professional services solutions.

• Proven track record of achieving revenue growth, retention, and expansion objectives.

• Experience managing sophisticated enterprise or strategic customer portfolios.

• Proficient in utilizing Salesforce or similar CRM platforms, including pipeline forecasting and account planning.

• Ability to work collaboratively across functions and effectively coordinate internal resources to fulfill customer needs.

• Must be willing 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.