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Product Sales Manager

3 weeks ago

Singapore Ex Libris Full time

Main Purpose of Job:

- This is a new business hunting role only, no renewals. The role will report into the APAC Product Sales lead and will involve collaboration with Account Mangers and other commercial stakeholders to implement and execute on product sales strategies.
- To drive new business sales growth in professional service sector, specifically 1.) IP Law firms, 2.) financial institutions and 3.) management consulting firms. Sales growth and yearly quota will be achieved through new logo acquisition and with some cross selling new products & services into existing customers.
- Primary pitch target includes 1.) IP professionals who are looking for data, docketing/ workflow systems and outsourcing support services to transform their IP practice. And 2.) investment managers and other potential data acquirers who are looking for IP and other data (e.g. life science, regulatory and market landscape) to support business and investment decision making.
- Industry/ Product Expertise:

- This role will be part of the product sales team and will work in tandem with the account management team across APAC selling a wide spectrum of IP Life Cycle Management solution relevant to professional service sector clients.
- Experience in selling raw data, API’s or other integrations, off-the-self data platform, customizable docketing/ workflow system and reports or combinations of these alongside bespoke consultancy services into professional service sector clients will be required.
- Duties/Responsibilities:

- For the defined products within the assigned market segment and territory:

- Meet and exceed product sales targets for assigned product(s)/ territory
- Prospect for, support and develop new business opportunities both independently and with Account Managers
- Build and develop a robust pipeline with a clear focus on increasing deal size and velocity
- Utilize domain expertise to conceive and position value-added solutions to increase deal size
- Cultivate strong customer relationships creating trust and confidence with senior stakeholders to become a trusted advisor to our target customers
- Work in alignment with Account Managers and other commercial sellers including Pre-Sales and Customer Success to contribute to territory planning and sales strategies to maximise Clarivate’s footprint within our customers
- Diligent management of opportunities in CRM (Salesforce) ensuring all information is kept up to date at all times and relevant internal stakeholders are appraised of deal developments
- Contribute to and produce reports as required, including outlining current and proposed activities, customer visits, and on pipeline activity, sales forecasts and closing timetables
- Work with Sales Enablement, Marketing and other commercial teams to develop and execute sales campaigns and lead generation activities
- Pro-actively acquire and develop relevant market, industry and product knowledge and skills to support commercial success
- Requirements
- Skills & Experience
- Minimum of 5 years sales experience in a consultative selling environment
- Prior experience of selling to professional service sector is essential (e.g. IP Law firms, Financial institutions and management consulting firms)
- Proven track record of foundational business development capability
- Developing accounts through proactive prospecting
- Deep discovery to understand customer workflow and content needs
- Adept and cultivating strong customer relationships with senior stakeholders
- Consistent achievement of commercial targets in a complex sales environment
- Bachelor’s Degree required
- English is essential
- The followings would be an advantage but not essential.
- Professional networks:

- Prior experience of selling to investment analysts and management consultants
- Product experience:

- Prior experience in selling bespoke data solutions e.g. API, XML, raw data, data to be integrated into organisational databases and analytics tools
- Prior experience in selling docketing/ workflow management system
- Fluent in Thai would be an advantage but not essential
- Customers speaking Thai accounted for only 5 % of our portfolio, Thai capability is a nice to have attribute only
- Personal Qualities
- Can-do attitude
- Strong business acumen
- Ability to adopts role specific sales play wisely and makes a pitch stands out
- Ability to work independently and as part of a team in a fast-paced, changing environment
- Collaborative in approach and able to work well in a matrix environment
- It is the policy of Clarivate to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, pregnancy, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition,