Senior Sales Executive

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 a Senior Sales 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 corporate/enterprise space.
The position will be selling 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.
• Acting as coach and mentor to SDRs you work with on prospecting.
• Contributing to the development of sales strategy through input of ideas and suggestions to senior management team.
• Working closely with Customer Success to ensure that set-up and onboarding of new clients happens quickly and effectively.

Skills and Experience
• 4+ years experience meeting or exceeding New Business sales targets within the BI or Software industry.
• Extensive 360 Sales experience, including cold calling and generating your own pipeline through a variety of methods.
• Experience working effectively with Sales Development Representatives – our Senior Account Executives have awesome SDR support to help generate a strong pipeline.
• First class demonstration and presentation skills.
• Significant closing experience, with excellent knowledge around contract negotiation and pricing.
• Experience closing new business sales within the corporate mid-market/enterprise space with exposure to deal sizes of £50k+
• Proven experience engaging with individuals at C-Level and managing complex sales into large enterprises.
• Demonstrable solution based sales methodology, ideally trained in either challenger/spin/medic.

Required Qualifications
• Educated to a degree level or equivalent.


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Published at 05 Jan 2018
Expires on 05 Mar 2018


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