Account Manager, EMEA

Contenu de l'offre Account Manager, EMEA chez Clarivate Analytics

Main Purpose of Job:

The Asset Management Account Manager (AMAM) will have a proven track record managing & maintaining relationships as well as selling technology and intellectual property solutions to our existing customers. A dynamic self starter who has also the ability to network and manage relationships internally across many different functions within a complex global organization. The post holder will be responsible for developing and implementing an effective account strategy through collaboration with Strategic Account Team members, the Product Team & Customer Liaison Team. A strong communicator to both senior management and IP end users in addition to the ability to clearly articulate an in depth understanding of our Product, Platform and Solution capabilities will be essential for this role. Duties and responsibilities: - Achieve/exceed territory revenue plan. - Maintain existing subscriber base and to grow revenues from within existing accounts. - Prepare an account plan for each organization which includes an organization profile, an analysis of revenues, relationship profiles for contacts, SWOT analysis, use of services, strategy for growth, objectives and implementation schedule of Total Account Management. - Create and update account profiles in Salesforce.com - Devise overall strategy for each assigned account, with the help of the support functions (Strategic Marketing, Product Management, Sales Engineering, etc…) - Present account strategy and allocate actions - AMAM team will be charged with developing, adapting and ultimately owning the sales strategy for each account. - Acquire detailed in-depth knowledge of Clarivate IP & Sciences’ products and to keep that knowledge up-to-date. - Report back from customer demo/training sessions; recording customer feedback, gathering customer intelligence and actioning follow-up as required. - Maintain and update sales progress reports and other administrative reporting mechanisms according to agreed timeframes. - Liaise effectively with internal departments (Product Development, Sales Support and Marketing Department) to maximize sales opportunities and to keep up to date with existing and new Thomson Scientific services and marketing/sales campaigns. - Organize customer visits efficiently per established travel guidelines - Maintain customer satisfaction with asset management services and functions. - Take responsibility for identifying training and developmental needs for yourself on an on-going basis. Knowledge, Skills, and Abilities Required: - A keen ability to extend the customer contact base through to new relationships and opportunities and to develop the strategic alignment to customer. - Appropriate granular knowledge and understanding of the IP business and its key drivers, able to present an appreciation of the competitive landscape. - Ability to manage and generate revenue from existing customers through a conscientious and driven approach with excellent customer management skills. - Commercial acumen; with a proactive and creative approach to looking after the needs and concerns of customers and an understanding of the role of customer training as an integral part of the sales process - Excellent communication and influencing skills through verbal and interpersonal presentation. - The ability to deal with a wide range of customers, from Heads of IP, IT, Research & Development, Docketing, Admin and Legal within large Corporate or Law Firms - Ability to communicate complex technical information to both small and large groups and to handle questions in a commercially astute and sensitive manner. - Well organized and disciplined team player in regards to policy, procedure and standards. - Good organizational skills with the ability to set priorities and be flexible in changing environment - Fluent in English, German at minimum. French would be plus. Qualifications: - Bachelor’s degree required - Must speak & write fluent English, German at minimum - Substantial product or software account management experience, preferably in high tech, information, internet and/or legal industries. - Experience with intellectual property software, databases, and/or processes required. - Excellent oral, written and presentation communication skills - Proven customer service orientation skills - Well developed and excellent relationship building and influencing skills at all levels - Self-starter, with a high level of self-direction, motivation, and energy - Advanced PC skills, including MS Office (Word, Excel and PowerPoint) - Ability to travel approximately 40-60% of the time