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About the Role
The IP Account Manager is responsible for building and maintaining effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at an assigned group of customer accounts.
Responsibilities
- Achieve sales targets, including annual contract value and POS.
- Acquire new customers and increase sales through options, ID additions, and offering additional products.
- Sell subscription services to assigned customers.
- Achieve retention targets by ensuring subscription renewals.
- Develop and execute Go-To-Market strategies, adjusting sales approaches based on market trends and company policies.
- Expand market reach beyond manufacturing into sectors like universities, public institutions, and finance.
- Formulate and execute Annual Sales Plans, clarifying strategies and collaborating with internal stakeholders.
- Continuously learn about intellectual property, IP intelligence, and generative AI market trends to identify new challenges and business opportunities.
- Act as a strategic partner to customers, providing long-term value.
- Gather feedback on product improvements and relay ideas to the product team for the benefit of Japanese customers.
- Identify, develop, and close new sales opportunities.
- Create demand for products and services by increasing customer visibility.
- Achieve revenue targets by growing account spend and maximizing customer value.
- Represent the company at conferences, webinars, and other marketing events.
- Conduct regular strategy and status meetings with senior client stakeholders to align solutions with business needs.
- Manage moderately complex product, service, or account portfolios.
- Provide mentorship to new team members and contribute to performance evaluations.
Requirements
- Bachelor's degree or higher.
- Native level Japanese proficiency.
- Business level English proficiency (e.g., TOEIC 700+).
- Over 5 years of corporate sales experience.
- Experience in new business development, proposal-based sales, and new project sales.
- Experience supporting existing customers.
- Experience negotiating with C-level management and Heads of Intellectual Property.
- Broad understanding of products and solutions, with the ability to translate intangible concepts into tangible value.
- Strong intellectual curiosity and technical aptitude, with the capability to present complex topics clearly and concisely.
- Ability to interpret internal and external business issues and apply them effectively.
- Capable of providing informal guidance to less experienced team members.
- Able to resolve straightforward issues using technical expertise, judgment, and established precedents.
- Able to ensure high quality of individual work and positively influence team performance.
- Can direct client engagement with moderate opportunities for negotiation.
- Experience in intellectual property related work (5+ years preferred).
- Experience selling intellectual property products (preferred).
- Experience in an intellectual property department within a business (e.g., manufacturing) (preferred).
- Experience in a patent law firm or IP consulting service provider (preferred).
- Experience in business strategy or IP landscape (IP intelligence) (3+ years preferred).
- Experience in IP departments or R&D departments of businesses, conducting competitor analysis through patent analysis, new business development, or co-creation partner development (preferred).
- Experience on the intellectual property solutions vendor side (preferred).
- Experience in SaaS, DaaS, or PaaS companies (3+ years preferred).
- Familiarity with global SaaS selling processes, strategy development, and CRM tools (preferred).
- Ability to delve into customer issues, form hypotheses, and propose solutions.
- High intellectual curiosity and ability to continuously learn new technologies and industry knowledge.
- Ability to drive projects by engaging internal and external stakeholders.
- Ability to build long-term customer relationships and strategically grow accounts.
- Ability to travel domestically within Japan.
- At least 3 to 5 years of sales experience.
Skills
- Sales
- Account Management
- Business Development
- Consultative Selling
- Value Selling
- Pipeline Management
- Forecasting
- Customer Relationship Management
- Strategic Planning
- Intellectual Property
- IP Intelligence
- Generative AI
- SaaS
- DaaS
- PaaS
- CRM Tools
Location
- Japan
Work Type
- Hybrid
- Remote
- Onsite
Experience Level
- Mid-level
- Senior-level
Education Level
- Bachelor's Degree
Benefits
- Country-specific benefits
About the Company
- LexisNexis Intellectual Property Solutions (LNIP) is the intellectual property solutions business of RELX, a global information services group listed on the FTSE100.
- We provide solutions that support decision-making in corporate IP strategy, R&D, new business development, M&A, and technology strategy by leveraging global patent, technology, legal, and scientific data, as well as AI.
- Major corporations, universities, government agencies, and patent firms worldwide utilize our solutions, and many leading companies in Japan, particularly in the manufacturing sector, have adopted them.
- With the evolution of generative AI significantly changing IP operations, we offer next-generation solutions that integrate AI and IP data to support our customers' business transformation.
- RELX is a global provider of information-based analytics and decision tools for professional and business customers.
- We enable scientists to make new discoveries, healthcare professionals to improve patient outcomes, lawyers to win cases, and financial institutions to combat fraud and assess risk.
- We also organize events that allow businesses to discover markets, source products, and complete transactions.
- Operating in more than 180 countries with offices in about 40 countries, RELX employs over 33,000 people worldwide, with approximately one-quarter being technologists.
Equal Opportunity
- We are committed to creating an inclusive workplace where employees feel valued and are offered equal opportunities, regardless of gender, gender identity, national origin, race, ethnicity, religion, sexual orientation, age, or disability.
- We believe that diversity drives innovation and strengthens our ability to serve customers globally.
- We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.