The Global Sales Manager IPDataDirect is a key role within the global IP team and responsible for the long term commercial success of licensing of patent data in alignment with the company long term product strategy.
The role includes account management, new business sales, channel sales and product management, and includes all aspects of the direct and indirect sales process.
As a product expert in patent data and patent data workflow, the role holder is the linking pin between opportunities, customers, LexisNexis and RELX sales teams, global product team and the technical support team (LexisNexis Univentio in Leiden).
The Global Sales Manager IPDataDirect is responsible for sales and revenue targets for all patent data licensing related business and provides detailed input during budget and the business planning process.
From a product perspective, the role holder defines, maintains and executes the sales, marketing and product strategy and is responsible for productizing patent data licensing in defined product market combinations.
This includes pricing, fulfillment, support, and legal. The Global Sales Manager IPDataDirect owns the IPDataDirect product planning roadmap and is one of the key stakeholders in the definition of the patent data development roadmap.
The role holder will constantly assess customer and market needs and translates those into product requirements, while also tracking competitive and market intelligence.
KEY SALES RESPONSIBILITIES / TASKS :
Delivers IPDataDirect global sales and revenue targets (including new business and retention)
Develops and execute sales strategy and tactical plan for direct and indirect business
Develops and executes account management plans for direct and indirect customers
Develops and maintains solid relationships with new and existing customers
Generates sales leads by cold calling and initiates marketing activities
Manages the direct and indirect sales process from lead generation to negotiations
Manages direct and indirect sales retention process, ensures customer satisfaction and manage customer expectations
Collaborates with LexisNexis and RELX sales teams on direct and indirect sales opportunities
Supports customers and the LexisNexis and RELX sales teams with proof of concepts, pricing and contracts
Ensures accurate and timely fulfillment of contracts
Reports structurally, timely and accurately to management on sales and product planning
Defines and owns the product planning for the IPDataDirect product / market combinations
Aligns the patent data licensing product strategy with global IP product portfolio
Identifies and develops new product / market combinations and aligns / includes in global product strategy
Develops and executes on partnership opportunities and sales channel development
Develops and maintains price lists, contract templates and sales / marketing documentation per product / market combination
Coordinate customer support, escalation channel in support, and the collaboration with the content and development team
Provides ongoing product training and sales support to LexisNexis and RELX sales teams
Provides detailed and comprehensive input in content development roadmap and prioritization
Builds and maintains comprehensive competitive intelligence and shares regularly with teams
Looks for process improvements in all aspects of the role
KEY COMPETENCES / SKILLS :
Experienced and enthusiastic business professional with a pro-active can do’ mentality
Prospecting, negotiating and closing skills
Customer focused, with great attention to detail
Self-starting and self-managing, persistent and reliable
Excellent communication and analytical skills
Flexible and able to multi-task
Work independently as well as being part of a broader team
Bachelor / Master degree in a scientific, business or legal discipline
Minimum of 7 years in direct sales or channel sales role
Experience with content or technology licensing models
Proven knowledge of sales concepts and methodologies
Understanding and knowledge of the information industry
Excellent verbal and written communication and negotiation skills (in English), strong presentations skills
Experience with online sales tools (examples : Clearslide, HubSpot, Linkedin, Bright talk) and CRM systems
Location : Leiden, The Netherlands
Expected travel is 25%
More information :
Michiel de Bruijn (mail : / phone : +31655307305)