Account Executive - Inside Sales

at Patsnap in London

About Patsnap

PatSnap is the world’s leading IP Analytic and Management platform that empowers senior business leaders to accelerate growth through Innovation and R&D. IP and patent strategy is now a major board level priority – our product solves a real and growing problem globally. Our differentiation is the reason behind the company’s exponential growth. PatSnap technologies make patent intelligence more accessible to non-IP proficient business users and provide intuitive analytics, making our products usable and sticky. Our market is limitless because patent strategy is relevant to all businesses ranging from NASA to PepsiCo.

PatSnap has been commercially active since July 2007, we now employ over 700 people worldwide and through funding we continue to scale rapidly. We have offices in Singapore, China, London and Los Angeles.

Role Purpose

Reporting to the Sales Manager, the role of an Account Executive is to sell the PatSnap solution into any company that creates new technology or needs to protect their Intellectual Property.

There are no parameters around companies that need to protect their IP, meaning that our solution can be sold globally into most verticals. This role is based out of the London offices selling into EMEA, North America and LATAM. The role is 100% net new business focussed and will target companies and opportunities in the mid-market/corporate space.

The position will be selling directly into the c-suite, so a high level of maturity and experience dealing with large organisations is a must.

Key Accountabilities

To meet and exceed set Quota targets and Key Performance Indicators (KPIs) for sales based activities.
Managing incoming of leads from the SDR team as well as self-sourcing your own opportunities to ensure a consistent pipeline.
Carrying out both technical and non-technical demos of the PatSnap solution remotely over WebEx.
Creating urgency to consistently move the prospect along the sales process and whilst engaging them with product demonstrations and meetings.
Presenting the PatSnap value proposition flawlessly and qualify new opportunities using methodology provided.
Using Salesforce.com CRM to log all activities and to ensure inputs are properly captured.
Effectively and skilfully negotiating rate cards and pricing based on the opportunity and company/deal size.


REQUIREMENTS
2+ years experience meeting or exceeding sales targets within a b2b environment.
Extensive 360 Sales experience, including cold calling and generating your own pipeline through a variety of methods.
Excellent verbal and written communication skills and the ability to build rapport with senior prospects and stakeholders.
First class demonstration and WebEx presentation skills.
Exposure to closing deals, with sound skills around contract negotiation and pricing.
Experience closing new business sales within the SME/Corporate mid-market space with exposure to deal sizes of >£10,000+
Experience working with Sales Development Representatives previously is desirable but not essential.
Demonstrable solution based sales methodology, ideally having undertaken some previous formal sales training.

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Published at 05 Jan 2018
Expires on 05 Mar 2018


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