Sales Executive IP Services (RTI00094) Horsham, Pennsylvania
The Account Executive, responsible for selling Intellectual Property products to the defined market. The IP Account Executive is the Reed Technology expert in Intellectual Property (IP) research tools, workflow products and related services. The IP Account Executive leverages this expertise to convey credibility, meaningfully assess customer needs and promote the portfolio of uniquely differentiated solutions in a targeted and highly professional manner. This is a field based sales position. |ESSENTIAL DUTIES AND RESPONSIBILITIES: 1. Aggressively support and drive new business of assigned products and services within a territory. 2. Achieve sales revenue objectives. 3. Develop key contacts and business relationships with members of the IP community. 4. Develop and deliver an effective business plan, including accurate revenue forecasts and penetration strategies for the target market. 5. Strategically and aggressively include Reed Technology managers, executives and other resources to secure key business opportunities. 6. Develop and grow a pipeline large enough to continually support IP sales objectives. Manage and maintain the sales pipeline; effectively report on the pipeline and sales progress on a rigorous and regular basis. 7. Embrace and support new sales initiatives. 8. Provide consultative support to management. 9. Work collaboratively across functions to best position and sell IP products. 10. Networks and builds key relationships within territory in order to further business relationships, initiate lead generation and drive preference for Reed Tech products and services. 11. Identifies appropriate contacts and decision makers within a prospect. 12. Develops and delivers effective sales presentations to key decision makers within a prospect. 13. Provides accurate forecasts, customer, competitive and market intelligence to management and business leadership. 14. Develops an in-depth understanding of Reed Tech IP products and solutions, industry trends and competitive products to articulate the benefits and advantages of Reed Tech products and solutions and how those solutions meet customers needs. 15. Effectively uses all sales tools including but not limited to: CRM, and Opportunity Management Board and other sales metric and reporting tools as needed. 16. Provides input on development of Marketing plans and programs to maximize goals. 17. Other duties as assigned. |MINIMUM REQUIREMENTS: 1. Bachelor?s degree or equivalent combination of education and experience. 2. Seven to ten years of B2B sales experience preferably in the intellectual property industry. Ideal candidates will have knowledge of the Intellectual Property (IP) market and the patent process. 3. Previous experience and knowledge of IP workflow is highly desired. 4. At least five to ten years of successful hunting and cold calling sales experience. 5. Ability to quickly learn and come up to speed on new products and services in a competitive market. 6. Proven ability to sell complex products to new customer prospects. 7. Excellent verbal and written communications and presentation skills. 8. Strong leadership, collaboration and team building skills. 9. Ability to network effectively both internally and externally. 10. Experience in the United States Patent and Trademark Office (USPTO) is a plus. 11. Experience working as a patent attorney/patent agent, within a patent law firm, or within a corporate legal department dealing with patents is a plus. 12. Ability and commitment to learn independently
LexisNexis, a division of Reed Elsevier is an Equal Opportunity/Affirmative Action Employer.