Key Account Manager - Patents

Questel's mission is to facilitate the development of innovation in an efficient, safe and sustainable way. We provide an integrated platform of software and services to meet all needs in terms of intellectual property and innovation management.

With more than 20,000 customers in 30 countries, Questel has become a world leader whose IT expertise is recognised throughout the world and is reflected in all its offerings. At Questel, our employees, based in Europe, North America, China, Japan, India and many other countries, are the company's main shareholders. On a day-to-day basis, this is reflected in the strong involvement of our teams, collaborative processes and short decision paths.

Our company, supported by first-class investment funds and based on strong values of entrepreneurship, respect and honesty, pursues both a strategy of strong growth and a commitment to social and environmental responsibility.

If you're looking for a significant career move and a fresh challenge to boot in the field of IP, your next adventure might awaits here  👇

As part of our EMEA Sales Team, reporting directly to the Regional Sales Director - Patent and leveraging our expertise, you are in charge of developing and retaining your customer portfolio in Italy. Using your knowledge and understanding of our clients' needs, the geographic market and the IP industry at large, you will aim at building trust and credibility.  Your action will focus on:

• Prospecting and developing a new portfolio of clients (support of an Inside sales and marketing department)
• Addressing targeted prospects through convincing of the benefit of our solutions, show its strategic use and demonstrate its value (ROI)
• Managing and growing your portfolio of existing accounts, up and cross selling
• Developing and maintaining an effective business, sales, and marketing plan for assigned territory
  
• Monitoring the competitive landscape at your customers and in the market you develop
• Managing a complex sales process (depending on complexity, your sales cycle can be up to 8 months)
• Leveraging of presales and customer success resources
• Retaining customers by your interpersonal skills, establish yourself as a true partner within your large customer’s organization
• Attending events (conferences, exhibitions…), and representing the company at trade shows
• Providing regular reporting focusing on results and actions, proposing an ambitious business development plan to their manager

🔎 The perfect match…

• Minimum 5 years of sales experience ideally selling SaaS solutions or IP services or an IP technical experience and a willingness to switch to sales
• Language skills: You are fluent in English & Italian. Any other language would be a plus 
  
• Proven top performer (track record of selling and closing transactions over 100K service)
  
• Team experience (entrepreneurship, etc.)
• Passion for customer relationship and leading edge technologies
• Mastering of closing deals with C-level
• Training in “solution” or “customer-centric” selling
• Experience selling to industry, financial services, B2B industries, and public entities
• Excellent presentation, negotiation and communication skills
• Completely at ease to report, forecast and plan its activity using a CRM  

Join Questel, a growing international group, and live a great human adventure! 🤝

What we have to offer :

• • Full-time permanent position
  • Company, products and services are highly recognized in its market worldwide
  • Solid business model, highly profitable
  • Opportunity to grow your career rapidly
  • Chance to work with smart, talented, and multi-cultural team (offices in the US, EMEA & APAC)
  • Evolving responsibilities
  • Inside coaching and mentoring during the ramp up phase

📍 Job location : Italy (100% remote) - We also have an office in Paris, Sophia-Antipolis & London!