We are hiring a Strategic Account Manager (SAM) to join our Intellectual Property team at Clarivate! In this role, you will be responsible for the growth, retention, and strategic development of a portfolio of key customer accounts. Acting as the primary commercial relationship owner, the SAM develops and executes multi-year account strategies that align customer business objectives with Clarivate's Patent, Trademark, IP Management Software, Data & Analytics, and IP Services solutions.
This role serves as a trusted advisor to executive stakeholders across Intellectual Property, Legal, Innovation, R&D, Brand Protection, and Business Leadership functions. The Strategic Account Manager drives customer success through consultative engagement, value-based selling, proactive account management, and cross-functional collaboration, ensuring customers maximize the value of their investment while achieving their innovation and business objectives.
The ideal candidate has a proven track record of growing strategic enterprise relationships, navigating complex sales environments, and identifying opportunities that drive long-term mutual success.
About You – experience, education, skills, and accomplishments
- 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
It would be great if you also had...
- 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
What will you be doing in this role?
Strategic Account Planning & Growth:- Own and grow revenue across an assigned portfolio of strategic accounts
- Develop and execute comprehensive multi-year account plans that align 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 to support short-term and long-term growth objectives
- Leverage account intelligence and market insights to prioritize growth initiatives and maximize account penetration
- Coordinate executive sponsorship programs and strategic account governance activities.
Customer Relationship Management- Establish and maintain trusted advisor relationships with executive sponsors, key decision-makers, and influencers
- Develop stakeholder engagement plans that expand relationships across business, legal, innovation, technology, procurement, and operational functions
- Conduct Executive Business Reviews (EBRs) and strategic account reviews focused on customer outcomes, value realization, business priorities, and growth opportunities
- Gain a deep understanding of customer strategies, innovation initiatives, challenges, and organizational goals
- Position Clarivate solutions as strategic enablers that support customer objectives and deliver measurable business value
Renewal, Retention & Customer Success- Lead renewal strategy and execution across assigned accounts 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 proactively and develop mitigation strategies to protect revenue and strengthen customer relationships
- Monitor customer health, engagement, and business outcomes to support long-term retention and growth.
- Cultivate customer advocacy and reference relationships
Commercial Leadership- 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 to executive stakeholders
- Negotiate pricing, contract terms, and commercial agreements within established guidelines
- Maintain high levels of forecast accuracy, pipeline management, and CRM discipline
- Collaborate with Legal, Finance, Product Management, Marketing, Services, and Customer Success teams to achieve customer and business objectives
Industry Expertise & Market Intelligence- Stay current on trends impacting Intellectual Property, innovation management, R&D, patent strategy, trademark protection, AI-enabled workflows, and legal technology
- Share competitive intelligence, customer insights, and market feedback with internal stakeholders
- Act as the voice of the customer by identifying emerging customer needs and market opportunities
- Contribute to account management best practices and sales excellence initiatives across the organization
Hours of Work
- Full Time, Permanent position
- This a remote position located in the United States supporting the Midwest and West Coast areas. Preference will be for candidates in the territory.
- Must be able to travel up to 25%
Compensation - US Only
The expected base salary for this position is $130,000- $175,000 USD per year. This role is eligible for sales incentive earnings. Individual pay is based upon experience, education, skill and ability, expertise, and relevant factors.
In addition to a competitive remuneration package, you will be eligible to participate in a benefits package that includes medical, dental, prescription drug, life insurance, 401k with match, long term disability coverage, vacation, sick time, volunteer time, discount programs, and many more.
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