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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in strategic account management and enterprise sales, with a strong focus on revenue growth, customer retention, and relationship building. Proficient in leveraging market insights and account intelligence to drive business outcomes and maximize account penetration.
Highest-signal resume keywords
Strategic Account ManagementEnterprise Sales ExperienceIntellectual Property KnowledgeSaaS Sales ExpertiseSalesforce CRM Proficiency
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Revenue GrowthAccount PlanningPipeline ManagementContract NegotiationBusiness Case DevelopmentROI AnalysisCustomer Relationship ManagementB2B Sales Cycle ManagementMarket Insights AnalysisRisk Mitigation Strategies
Soft Skills
Cross-Functional CollaborationStakeholder EngagementTrusted Advisor Relationship BuildingCustomer Advocacy CultivationExecutive Communication
Tools & Technologies
SalesforceCRM PlatformsAnalytics ToolsIP Management SoftwareLegal Technology
Industry Keywords
Intellectual PropertyPatent StrategyTrademark ProtectionInnovation ManagementR&DBrand ProtectionInformation ServicesProfessional ServicesSubscription SolutionsData Workflow
About the role
Key responsibilities & impact- Own and grow revenue across an assigned portfolio of strategic accounts
- Develop and execute comprehensive multi-year account plans aligned with customer business priorities and growth objectives
- Identify and pursue cross-sell, upsell, whitespace, and expansion opportunities across Clarivate's Patent, Trademark, IP Management, Analytics, and Services portfolios
- Build and maintain a healthy pipeline of qualified opportunities
- Leverage account intelligence and market insights to prioritize growth initiatives and maximize account penetration
- Coordinate executive sponsorship programs and strategic account governance activities
- Establish and maintain trusted advisor relationships with executive sponsors, key decision-makers, and influencers
- Develop stakeholder engagement plans across business, legal, innovation, technology, procurement, and operational functions
- Conduct Executive Business Reviews and strategic account reviews
- Understand customer strategies, innovation initiatives, challenges, and organizational goals
- Position Clarivate solutions as strategic enablers and deliver measurable business value
- Lead renewal strategy and execution to achieve or exceed retention targets
- Partner with Customer Success, Professional Services, Product Specialists, and Support teams to drive adoption and value realization
- Identify account risks and develop mitigation strategies
- Monitor customer health, engagement, and business outcomes
- Cultivate customer advocacy and reference relationships
- Manage complex enterprise-level sales cycles involving multiple stakeholders and business units
- Lead proposal development, business case creation, contract negotiations, and commercial discussions
- Develop and present value-based ROI and business outcome narratives
- Negotiate pricing, contract terms, and commercial agreements
- Maintain forecast accuracy, pipeline management, and CRM discipline
- Collaborate with Legal, Finance, Product Management, Marketing, Services, and Customer Success teams
- Stay current on Intellectual Property, innovation management, R&D, patent strategy, trademark protection, AI-enabled workflows, and legal technology trends
- Share competitive intelligence, customer insights, and market feedback
- Identify emerging customer needs and market opportunities
- Contribute to account management best practices and sales excellence initiatives
Requirements
What you’ll need- 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 supporting Intellectual Property, Patent, Trademark, Innovation, Legal, R&D, Brand Protection, Technology, or Information Services organization
- Knowledge of intellectual property lifecycle management, patent intelligence, trademark protection, IP management software, patent renewals, or related disciplines
- Experience selling SaaS, software, subscription, analytics, data, workflow, information, or professional services solutions
- Demonstrated success achieving revenue growth, retention, and expansion objectives
- Experience managing sophisticated enterprise or strategic customer portfolios
- Experience utilizing Salesforce or similar CRM platforms, including pipeline forecasting and account planning
- Ability to work cross-functionally and effectively coordinate internal resources to meet customer needs
- Must be able to travel up to 25%
Benefits
Comp & perks- 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 eligibility