Strategic Account Manager, Intellectual Property

Job Description:

• 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 solution adoption and customer 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:

• 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:

• 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