Clarivate Analytics, formerly the IP & Science business of Thomson Reuters, accelerates the pace of innovation by providing trusted insights and analytics to customers around the world, enabling them to discover, protect and commercialize new ideas, faster. As the owners, curators and analysts of the most complete and authoritative knowledgebase, Clarivate will continue to deliver the products and services that customers have come to trust and value. Clarivate’s many well?known brands include the Web of Science, Cortellis, Thomson Innovation, Derwent World Patents Index, Thomson CompuMark, MarkMonitor and TechStreet, among others. We are committed to using best-in-class technology that enables expert solutions to be delivered consistently and with confidence. Customers at the leading edge of innovation, rely on our combination of technology, judgment and long-established experience to help grow their businesses. Those working within the lifecycle of innovation who strive to make a difference are at the heart of what we do.
https://jobs.thomsonreuters.com/job/philadelphia/national-law-firm-manager/4680/3649684
Job ID JREQ072064
Date posted 12/20/2016
Description
Clarivate Analytics, formerly the IP & Science business of Thomson Reuters, accelerates the pace of innovation by providing trusted insights and analytics to customers around the world, enabling them to discover, protect and commercialize new ideas, faster. As the owners, curators and analysts of the most complete and authoritative knowledgebase, Clarivate will continue to deliver the products and services that customers have come to trust and value. Clarivate’s many well?known brands include the Web of Science, Cortellis, Thomson Innovation, Derwent World Patents Index, Thomson CompuMark, MarkMonitor and TechStreet, among others. We are committed to using best-in-class technology that enables expert solutions to be delivered consistently and with confidence. Customers at the leading edge of innovation, rely on our combination of technology, judgment and long-established experience to help grow their businesses. Those working within the lifecycle of innovation who strive to make a difference are at the heart of what we do.
Job Title: National Law Firm Manager
Business: IP & Science (IP&S)
Territory/Region: North America
Reports To: Director, IP Assets, North America
Purpose
As Intellectual Property becomes an increasingly more important strategic asset, organizations are focused on more effectively and efficiently managing the creation, protection and commercialization of their IP assets. This role will be focused on ensuring how Intellectual Property Law Firms can achieve success supporting their clients’ intellectual property interests with the Professional IP Software and Services solutions available from Clarivate Analytics, formerly the IP & Science business of Thomson Reuters.
The role will act as a leader for designated strategic law firm accounts within IP&S North America, for the full range of IP products and services including patent research solutions and Professional Services solutions. From a detailed understanding of customer’s IP needs and processes, and an equally solid understanding of the Clarivate Analytics patent content, research solutions and IP Professional Services capabilities, this role will focus on developing and executing account strategies focused on new sales penetration, and revenue retention & growth through meeting customer needs.
This role will work closely with the other Strategic Account Managers, Sales Consultants, and subject matter experts within respective business line and sales management to drive growth within a designated number of Law Firm clients and prospects.
Responsibilities:
- Acquire, retain and/or grow each customer’s revenue base and be able to forecast accurately
- Develop account & territory plans for the patent business segment that would contribute to global Clarivate Analytics law firm account plans.
- Continued focus on customer relationships to ensure retention of existing revenue, while widening the product line or increasing the customer penetration.
- Execute the account plan within their business segment and assist other business segments execute global account strategy
- Maintain strong relationships at appropriate levels within the customer organizations.
- Present a consistent Clarivate Analytics image to customers, while building high levels of customer satisfaction.
- Negotiate and execute their business segment customer contracts.
- Achieve assigned sales and retention objectives.
- Contribute to individual and team new business targets.
- Drive usage and customer satisfaction by upgrading to state of the art platforms, providing ongoing support, and training coordination.
- Collaborates with a virtual, cross-functional team serving the global business.
- Continually build knowledge and skills to keep pace with intellectual property trends.
- Analysis of client needs (IP workflows and processes) and develop strategies tailored to each organization ensuring close collaboration with client, and internal subject matter experts
- Maintain, develop and grow a rigorous pipeline. Measured against new sales and revenue growth of all patent research and IP Professional Services offerings within accounts.
- Utilize strong knowledge of intellectual property to conceive and position value-added solutions to promote business growth in the corporation and to lift growth.
- Capture and record customer information and sales activity data into customer relationship management (CRM) system and appropriate business systems
- Maintain and report regularly on a pipeline of sales activity, revenue forecasts and closing timetables.
- Operate as an integral member of the sales team, contributing skills and knowledge to the development of accounts.
- Obtain competitive information during daily contacts and distributes as appropriate so as to develop sales strategies.
- Proactively work with internal support groups to ensure a coordinated and effective sales effort.
- Assist in establishing product development priorities based on customer experience.
Qualifications
Knowledge, Skills, and Capabilities Required:
- Bachelor’s Degree required
- Juris Doctorate a plus
- Prior Intellectual Property experience and in-depth knowledge is required – sales or operational
- Minimum of 5 years sales experience selling to law firms in a consultative selling environment.
- Deep understanding of law firm benchmarking metrics and law firm centric ROI measures.
- Proven track record of developing accounts through strong account management, proactive prospecting and an understanding workflow and content needs
- Consistent achievement of targets in a complex sales environment
- Proven consultative sales abilities in these areas –law firm partnership, law firm libraries and procurement officials – focused on business transformation and process improvement
- Knowledge of Power Messaging, Challenger, SPIN and/or Miller Heiman sales methodologies preferred
- Ability to travel up to 50%
At Clarivate Analytics, formerly the IP & Science business of Thomson Reuters, we believe what we do matters. We are passionate about our work, inspired by the impact it has on our business and our customers. As a team, we believe in winning as one – collaborating to reach shared goals, and developing through challenging and meaningful experiences. With over 50,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Bring your ambition to make a difference. We’ll bring a world of opportunities.
As a global business we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under country or local law. Clarivate Analytics is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.
Intrigued by a challenge as large and fascinating as the world itself? Come join us.
To learn more about what we offer, please visit thomsonreuters.com/careers.
More information about Clarivate Analytics can be found on clarivate.com or ipscience.tr.com
According to the U.S. Citizenship and Immigration Services (USCIS), the H-1B visa cap has been met for the 2017 fiscal year (October 1, 2016-September 30, 2017).
Job:
Sales Family Group
Primary Location:
United States of America-Pennsylvania-Philadelphia-USA-Philadelphia-Spring Gdn St
Organization:
IP&S Sales & Services – IP – Patents
Schedule:
Full-time
Education Level:
None
Job Type:
Standard
Shift:
Day Job
